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Make Strategic Account Planning Your Competitive Advantage - Part 1
How to protect and grow your key customer relationships - Part 1: From Business Rationale to Account Selection
When 50% of your revenue comes from just 5% of customer relationships; losing a key strategic relationship can have far reaching implications. The loss of existing revenue, future revenue, market share, key people, and the increased likelihood of competitor encroachment.
In Part 1 of this e-book rationalise why having a robust strategic account planning process is so important and then consider how to select the accounts that you should treat as your key strategic accounts.
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