The practical Key-Account Management PowerPoint Template collection contains of professionally designed worksheets, such as Key-Account plans, management summaries, customer analytics, business position, business development, SWOT analysis, MOST analysis, matrix organization and action plans. The Key-Account Management PPT Slide Template collection also includes the most important basics on Key-Account-Management (KAM) such as definitions, interpretations, tasks and objectives. Show the areas of expertise as well as the problems of customer groups, institutional KAM, functional KAM, magic triangle, business concept, strategies and processes. www.presentationload.com/key-account-management-kam-toolbox.html

2. Key-Account-Management / Graphic Concept
Template
Key-Accounts require a special treatment
due to their key role in the success of the
company.
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3. Key-Account-Manager / Tasks and objectives
Maintaining relationships with key customers (Key-Accounts)
Control function,
e.g. monitor sales targets
Maintain customer contacts
and communication impulses
Intensify business relations
with key customers
Planning of customer specific
marketing strategies, - actions and
promotion
Improve market position
and competitive situation of
the company
Special customer
requirements to internal
departments /forward to
contact person
Negotiating and coordinating
partner for Key customers to
reduce coordination
3
4
26
5
Advantage for
company
Advantage for
customer
17

4. Key-Account-Management / Pareto Curve
Pareto principle: 20% of customers generate 80% of sales. Margins are not
necessarily proportional.
Lorenz curve, or Pareto principle
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10
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50
60
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80
90
100
0 5 10 15 20 25 30 35 40 45 50 55 60 65 70 75 80 85 90 95 100
Customershareoftotalsales
Number of customers in %
Turnover
Contribution
20% of customers bring 80% of sales

5. Key-Account-Management / Customer Groups
Display potential Key-Accounts
Potential
Key-Accounts
Reference
Customers
Strategic
customers
(networking)
Rehabilitation
clients
Development
customers with
potential
Know-how
customer
Market
leader
Customers
with complex
structures
Customers with
buying center
organizations
Major
clients
Image
customer
"Fear"
customers
Internationally
aligned
customers
Key-Accounts are customers the company can’t afford to lose!
The selection depends on industry,
state of customer focus,
business complexity and
type of customer organization
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6. Key-Account-Management / Business Development
Process of the standard solution for strategic partnership
Business level
Portfolio level
Executive level
CEO level
Portfolio and standard solutions
Key-Account
Management
Strategic
Partnership
Operating Business

7. Key-Account-Management / Process
Relationship management with key customers
Develop and intensify
business relationships
Identify key customers
Evaluate business
relationships
Integrate and determine
function of Key-Account-
Management
Relationship
management
with key
customers
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