Key Account Development utilizes cross-platform resources, both internal and external, and develops strategies for helping our clients deal with their key accounts.  Some of the methodologies that comprise Key Account Development are:

• Executive Vision and Commitment
• Implementation of Cross-Functional Management Teams
• Defining of those accounts that are "key"
• Team Selection
• Structuring Team Compensation
• Human and Financial Asset Allocation
• Metrics Development and Measurement
• Implementation of the Planning and Account Management Processes
• Technology Infrastructure Assessment and Development
• Management Coaching Processes
• Innovation and Change Management
• Internal and External Communication

Relationship Management is a strategic account management process designed to change the perception of key executives in your key accounts so they perceive your organization as being instrumental in their business success.  In this way you will turn your best customers, those you can't afford to lose, into permanent "external assets."  This program is delivered using Miller Heiman's Large Account Management ProcessSM (LAMP®) program.

Negotiation and Conflict Resolution will provide your organization with a process for maximizing the sales revenue from every sales opportunity and doing so in such a way that fosters long-term business relationships, repeat business and referrals.  This process can also be used to resolve business or operational conflicts whether they are internal or external to your organization.  This program is delivered using the Negotiate SuccessSM process from Miller Heiman, Inc. and Thoughtbridge, Inc.

Getting Value Recognition shows you how to work with your customers so they perceive the value your organization brings.  Often, we make very significant investments in our ongoing client relationships. We do great things for them. They just don't know it. Getting value recognition from your client at the highest level in their organization through a well-defined communication strategy is an essential component of moving clients from a transaction-price focus to one of a business partnership.