A scoring matrix in Key Account Management plays a crucial role in prioritizing and managing key accounts. It provides a detailed analysis of what's most important across harmony and growth. The matrix lists all key accounts and grades each company's score based on specific factors. While growth is based on revenue, harmony is a qualitative rating system that considers the company's strategic fit, culture, vision, and overall strategy. This assessment helps key account managers allocate time and prioritize accounts based on Return on Investment (ROI) and synergy.
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