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We have introduced over 350 key account plans for our clients in this sector.
The Pareto Partnership client portfolio is diverse, but is linked with their desire to manage key customers to maximum effect.
Issues
in the sector are: -
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- The
management of complex multi-site customer operations where understanding
co-operation and co-ordination between Key Account Managers
and the Field Sales Teams is vital.
- Often
with such huge fixed costs the consequences of losing the volume
from 1-2 large accounts is potentially disastrous.
- Where
the gaps between product, packaging, pricing and distribution
have narrowed and differentiation is reliant upon relationship
management.
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Testimonials
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"I used The Pareto Partnership for two reasons - Firstly the tools,
tactics and techniques they have developed to manage large, complex,
multi-site accounts are easy to understand and use in the real world.
Secondly for the way they have motivated and structured my Account Managers
to raise their game and help them understand the true value they have
with such Key Accounts."
Chris Martin - Reconomy
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"Freudenberg
have successfully operated the Key Account Management process
with their corporate customers for a number of years. However,
historically our track record in securing, then retaining and
growing large key corporate accounts required improvement. Pareto
gave our team an approach for winning and managing Key Accounts
that worked, at a time when we had gained a prestigious new account
which was about to grow rapidly. Pareto guided us through the
initial phase and were committed to working with us to secure
additional business and market share."
Andrew Brownlow - General Manager Filtration
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"To
meet the requirements of the market place (and the Regulator)
our organisation had to change the way it worked with its major
corporate accounts.
Pareto undertook research with the Key Account Team as a group
to identify what was expected of them by their managers and
customers, prior to working with us to develop best practice."
Duncan Bennett - Theme Manager
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"Our
Key Account Directors have managed complex multi-national relationships
for many years. Pareto has demonstrated to my experienced people,
how they can significantly improve the way they manage Key Accounts
and Prospects. A bonus from the process is encapsulated in the way
our Key Accounts are talked about. It used to be "my account", it's
now "Mitel's account".
Kevin Arthur - Vice President
Sales Marketing Europe
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