Enhancing Key Account Skills – Facilities Management
Retained by UK OPCO of ‘Top 3’ Facilities Management global player to enhance capability of Top 50 Contract Managers to undertake strategic analysis of key accounts
The Strategy & Business Development Director proposed the following outcomes…….
- Enable Contract Managers to develop robust Key Account Management Plans for business-critical relationships
- Provide clarity on key accountabilities of role – shifting mindset from Contract Manager to Key Account Manager!
- Share Best Practice ideas across UK Teams
This was a very high pressure environment so we had to develop a solution which could be delivered in a single day – we developed a highly interactive workshop using a ‘live’ account to build confidence in using new process.
Working in collaborative teams the contract managers ‘road tested’ key account plans using a range of strategic account analysis tools supported by a new state of the art CRM system.
Post workshop evaluation including client feedback and audit of key account plans evidenced a significant improvement in the quality and professionalism of the key account planning process, together with an enhanced cross sell pipeline.