KAM Strategic Cycle
Harrison Consulting's proprietary process for the strategic planning and management of Key Account relationships is shown in the animation at the left. It is a reiterative cycle with an Account-specific loop, (shown in green) nestled within a broader business strategy, (shown in blue). This is designed to ensure that individual Account plans dovetail with the Business Unit Strategy, and with marketing and channel plans. The two shades of green differentiate between internal steps and those conducted jointly with the Account.
This process receives good acceptance from our Clients and has been used for more than two decades across a wide range of industries. Notable features are the "cascade" of strategy through marketing to channel strategy and account plans, the innovative Two-Way SWOT embedded in the centre of the model (click here for more), the upward flow of feedback and engagement from account implementation, and the critical BRAD Meeting, which replaces the "Quarterly Review", (click here for more).
It is worthy of note that this KAM Strategic Cycle is entirely consistent with the "Double 8" model of strategy discussed earlier (click here for more).