Identify and categorize key accounts: where to begin

Key accounts relationships share four traits:

• They are built on a foundation of mutual respect, trust, and loyalty
• Their long-term business strategy must be closely aligned with yours
• ourdo not have to be your biggest customers by revenue
• They don't have to be your biggest customers but must have significant growth potential,
• They must share your cultural values.

Mature companies can feasibly handle anywhere from 15-30 key accounts while young companies should focus on no more than five of their most interconnected relationships to. Since no company can hope to effectively service a large number of key accounts, choosing them wisely requires a systematic approach. 

We're sharing our key account assessment template  to assist you with identifying and categorzing your most important customer relationships.