Objective

• Build KAM capabilities of highly successful leadership group

Design

• Study of existing methods and practices of account management
• Study of role and deliverables of the participant group
• Mapping the successful Account Management behaviors with individual profile of participants
• Work with the participants at individual and group level to build specific KAM skills
• Work on specific clients to apply the learning and embed identified KAM behaviors & practices

Impact

• Identified ‘true’ key accounts and agreement of the same within the group
• Initiated work on other areas (like creating a separate hunting team) impacting KAM
• Created individual 15 months plan to work on identified Key Accounts
• Disciplined reporting and movement as per specific monthly actions linked to 15 months KAM plan

Critical Success Factor- Involvement and participation of the Chairman in the overall intervention