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.

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