战略大客户管理的定义

1、戰略大客戶管理的定義 拓展客戶關係以增進了解 根據這種了解調整企業活動以獲得競爭優勢 pre key account management selling company directors managers specialists clerks operators buying company directors managers specialists clerks operators key account manager main contact buyer marketing administration operations board marketing administrati

2、on operations board selling company buying company key account manager main contact buyer early key account management directors managers specialists clerks operators directors managers specialists clerks operators key account manager and main contact - buyer selling companybuying company mid key ac

3、count management r level of competition; market standing total average score: (total of all scores divided by number of customers rated) table two: our relative strength vs the competition customer: suppliers critical success factorsyou 1 price 2 service 3 speed of response 4 relationship 5 major su

4、pplier 6 technical innovation total customer attractiveness relative strength lowhigh low high key development account key account opportunistic account maintenance account key accounts:most attractive to you, and you are relatively strong. devote time to these top accounts - you should be able to a

5、chieve key supplier status key development accounts: most attractive to you, but you are relatively weak. devote time to developing your strength with these accounts. maintenance accounts: less attractive to you, but you are strong. manage your time economically with these accounts. opportunistic ac

6、counts: less attractive to you, and you are relatively weak. make your mind up; are they worth chasing? deal with on a tactical and opportunistic basis. 風險分析 fix before launch significant risk show stopper proceed with caution fix before launch significant risk proceed with caution proceed with caut

7、ion fix before launch lowmediumhigh lowmediumhigh impact probability 風險來源 business case cost increase, roi lead time increase, changing market/regulatory environment, business commitment planning resource availability, project complexity, development time, project management experience organizationa

8、l cross-functional involvement, process ownership, multiple locations for implementation, change acceleration issues technical technology experience, design complexity, scope changes, knowledge of business processes, quality methods skills and experience external vendor/contractor experience and support, multiple vendors/contractors, dependence on vendors, recruitment issues 供應商 客戶 team member and role (no.) team member and role (no.) team member and role (no.) team member and role (no.) 客戶聯絡人 & 影響的程度 (經濟型/使用型/技術型) 參與的程度 支持的程度 buying phas