大客戶戰(zhàn)略管理

1.大客戶經(jīng)理的工作
大客戶管理定義
大客戶管理的組織模型

2.大客戶經(jīng)理——知識管理者
專家和顧問角色
獲得和保持對客戶的深入了解
草擬出SWOT分析

3.大客戶經(jīng)理——業(yè)務(wù)管理者
提供者／業(yè)務(wù)開拓者角色
針對客戶的業(yè)務(wù)方案
客戶計(jì)劃流程

4.大客戶經(jīng)理——關(guān)系管理者
“公共關(guān)系”角色
識別和涵括“關(guān)鍵”參與者
分析客戶關(guān)系的有效性，以便重新調(diào)整相關(guān)戰(zhàn)略

5.大客戶經(jīng)理——項(xiàng)目和團(tuán)隊(duì)管理者
負(fù)責(zé)行動方案實(shí)施的協(xié)調(diào)者角色
組織實(shí)施和動員團(tuán)隊(duì)
引導(dǎo)行動方案的發(fā)展
促進(jìn)合作，避免沖突

1.The job of key account manager
Key account management definition
Organizational models of key account management

2.The key account manager - knowledge manager
The role of expert and advisor
Acquiring and maintaining an in-depth knowledge of the client
Drawing up the SWOT analysis

3.The key account manager - business manager
The role of provider / developer of business
The business plan account
The account planning process

4.The key account manager - relationships manager
The “public relations” role
Identifying and involving the “key” players
Analyzing the effectiveness of relationships in order to readjust strategy

5.The key account manager - project and team manager
The role as coordinator responsible for the action plan
Organizing implementation and mobilizing the team
Guiding development of the action plan
Developing cooperation and avoiding conflicts