Key Account Management
Customer orientated action, services and behavior are more than ever the ultimate success factor in business. Thus marketing and sales organizations must focus on a consultative sales approach. The key success factor is shifting from a product focused to a solution focused approach.
Of key importance is the proactive management of key customers. In most business the “Pareto Effect” or 80:20 rule still applies. The bulk of sales revenue is generated by a relatively small group of customers.
Changes in purchasing behavior or the sales paradigm, necessitate changes in the marketing and sales approach, and subsequently in a redirected customer management process over the life cycle of the customer. Ultimately this affects internal and external processes, organizational structures and responsibilities.
Consulting Partners St. Gallen advises clients in the analysis, definition and implementation of practice and goal orientated solutions.