大客户管理程序（Large Account Management.ppt

Large Account Management Business objectives of large account management process Large account management key process elements Large Account Management (1/5) Major process metrics example Sample output: account profile example Target can be prioritized by value and account relationship Dedicated team is the most expensive way of serving an account Implied revenue to justify a dedicated team is high Account profitability is used to prioritize account Targeting: criteria and process to determine serving mode Account value estimate Purchasing behavior can impact account value Competitive positioning: current share of wallet Competitive positioning: future share of wallet Account profitability example (Huawei) Targeting: sample output Targeting: level III process – develop account priority list Data needed to estimate account profitability Targeting: Data gathering BDP Practices Large Account Management (2/5) Key process matrix example Checklist for acquisition plan Account acquisition plan: sample output Large Account Management (3/5) Key process matrix example Channel’s roles and responsibility Large Account Management (4/5) Key process matrix example Level 3 account review process Monitoring: revise the priority list Account classification should be a regular process (industry practices) Large Account Management (5/5) Key process matrix example Barrier of expanding: PICC example Barrier of expanding: penetration plan development (PICC example) Large account key business metrics Legend large account organization: recommended Key roles and responsibility Key performance metrics Overall implementation plan Project timeline/resource allocations Deliverables Detailed implementation schedule (1) Detailed implementation schedule (2) Detailed implementation schedule (3) Implementation plan (example) Backup支持 Targeting: level III process – develop acquisition plan Identify large account: criteria Account classification principles Account potential (PICC example) Account ec