Communicate your strategy

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Communicate your strategy

Everyone in the company needs to know about the key account program so they can do one of two things. First, your colleagues need a clear expectation of what they need to do proactively as part of your plan. If they have a formal role in your plan, you need to make sure they understand it in great detail. Second, they also need to understand what kinds of things they might have to do reactively if something unexpected happens with a key account. Your key account managers can't be the only ones that solve problems.

Key account management is a team sport, and your colleagues need to be ready when called upon to support a key account, and that includes colleagues who may not have a formal role in your plan. For example, let's imagine you work in a company that makes products that are sold in retail outlets. You have a packaging department that handles all of the design and labeling issues from your products, then a problem comes up. Your most important retailer, a key account in your program, calls to complain about the packaging.

Source: https://www.linkedin.com/learning/key-account-management/communicate-your-strategy[/size]