Consider this hypothetical example

[mouakter13]

You can use other metrics to identify key accounts. A client with a long-standing relationship since the start of your business, for example, should have additional weight in your portfolio and could be considered a strategic account.

Sometimes key accounts are simply special clients that are easier to work with because they require fewer resources.

Whatever the reason, key accounts are those you want or need to retain the most, hence the need for a key account management plan .

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Why your business needs a key account management plan
Key accounts require specialized management for these reasons:

They have more complex needs. They justify the need for greater attention based on the value they bring to your company, with greater skills required from key account managers and salespeople .

The consequences of losing a high-value customer are far overseas chinese database greater. As a result, companies must invest in maintaining key accounts and establishing effective communication.


You have a client that represents 40% of your revenue. The company operates globally in a specific industry.

To efficiently manage this client's needs, the dedicated team or key account manager should:

Attend weekly meetings across multiple time zones

Understand the company's specialized products in detail

Staying up to date with industry trends

Maintain relationships with decision-makers

If this customer decides to leave, your revenue will decrease significantly until your sales team closes a deal of similar size.