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In the context of Key Account Management, 'harmony' refers to the qualitative rating system that assesses the alignment between a key account and the company's strategic fit, culture, vision, and overall strategy. It's not about revenue or growth, but about how well the account fits with the company's direction and ethos. This assessment helps in prioritizing accounts and allocating resources effectively, based on the level of synergy and potential return on investment.
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A scoring matrix can help key account managers get more detailed on what's most important across harmony and growth. Two tables list all key accounts. The first table covers the growth potential, while the second table analyzes harmony with the company's strategic fit, culture, vision, and overall strategy. A weighting in the middle allows KAMs to grade each company's score based on specific factors. While growth is based on revenue, harmony is more of a qualitative rating system. Because Customer B is the highest, and managers have a limited amount of time, this assessment can help allocate time and prioritize accounts based on ROI and synergy. (Slide 3)
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Need to better retain your biggest customers and maximize their values? Use our Key Account Management presentation for the top tools to manage the ac...
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