All customers are important but they are not equally important.  The way we service customers and the resourcing given to this servicing needs to change depending on the importance of each Account.

This offers a methodology and a tool that will classify your customer objectively and categorise them into one of four types.  Sales strategies can then be easily drawn up to enable you to resource and service each type of account most efficiently.

You can dispassionately and objectively analyse up to 40 accounts and 6 competitors with this tool.  It will tell you which accounts are true Key Accounts, which are Development Accounts for Hunting, which are Maintenance Accounts for Milking and which accounts you should divest.

It will also enable you to quickly see where your competition is ‘out-scoring you’ in each important account so you can see at a glance where you need to concentrate your efforts on building up your proposition and brand

This comprises an instruction video on how to use the tool, a PowerPoint presentation explaining how to use the tool and the tool itself (a Microsoft Excel (C) file).

I have taught this process around the world for many years now, it is sensible, pragmatic, efficient and objective.  It will enable you to get a grip on your sales strategies and plan your sales efforts and resource allocations more effectively.