Strategic Account Management

Are all customers created equal? In today’s business environment most companies are segmenting customers to assure resources are assigned appropriately. Because this has so much to do with understanding your customers, Walker is very involved in assisting strategic account managers to develop strategies and implement programs to enhance the relationships with most valuable customers.

• Identification of strategic accounts – Too often, companies use a rudimentary approach to identify their strategic accounts, only based on company size or revenue. Walker provides you with an approach that integrates financial measures, potential opportunities, and the state of your customer relationships. Walker’s method, Value Mapping, gives you an accurate picture of your accounts.
  
  
• Effective account planning – In large and complex organizations, you must create an effective process for managing each account. This means you have to listen to your customers, learn from them, and leverage their insights. Walker specializes in working with large companies with elaborate account management systems. We tailor programs to ensure account managers have the tools and training to respond to customer demands and manage customer relationships more effectively.
  
  
• Growing strategic accounts – Once you determine which accounts have the most potential, Walker can help you decide the best strategy for each customer. As part of Walker’s Value Mapping program, we chart and apply six separate approaches – rationalize, intervene, diagnose, focus improvements, leverage, and partner. All of these strategies are affected by the measurements used to evaluate which accounts are strategic and which resources should be applied to manage their relationship appropriately.

All customers are not created equal. However, Walker believes there is a effective way to create the right strategy for each account.

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