Grow with the customers who carry the business.
We help you plan and run your most important accounts as a team, so growth comes from knowing the customer, not from chance.
Your largest customers are often the ones you know least about.
The relationship sits with one seller. The account grows or shrinks with the customer's market, and new opportunities are found by chance.
When the contact person changes job or a competitor gets in through another department, it comes as a surprise.
Your largest customers are not just your largest orders. They are your largest growth market.
For many industrial companies, a small group of customers accounts for most of the revenue. The potential is rarely in finding new ones, but in winning a larger share of what these customers already buy: more sites, more product lines, more services.
That takes more than a good relationship. It takes a plan that a team across sales, service and product works on together, and that the customer can see the value of.
Each key account gets a plan, a team and a rhythm.
- 01
Choose the accounts
Which customers deserve a key account approach, based on value today, potential tomorrow and how much of their spend you already have.
- 02
Map the customer
Their strategy, buying group and decision paths, and where you stand with each person.
- 03
Write the account plan
Goals, share-of-wallet targets, opportunities, risks and actions for the year, owned by an account team across sales, service and product.
- 04
Run the rhythm
Quarterly account reviews, a joint plan shared with the customer where it fits, and a simple dashboard to follow it up.
What you hold at the end
- 01
Account plans
One plan per key account, with goals and actions.
- 02
Relationship maps
Who matters at the customer, and how strong each relationship is.
- 03
A review rhythm
Meetings and numbers that keep the plans alive.
Talk to a partner, not a sales team
Tell us about the customer you cannot afford to lose. René Tristan Lydiksen, Founding Partner, takes the call.
René Tristan Lydiksen, PhD
- 01Tell us where you are
A few lines are enough. No brief needed.
- 02René gets back to you
Personally, not through a sales team.
- 03A first conversation
About where you are and where to start.