FIT4CAM

FIT4KAM

FIT4KAM

Why this matters

There is a compelling “why” to all this. Delivering the business result in a radically and rapidly changing environment is both important and difficult.

FIT4KAM is a response to the need to succeed in in this rapidly, radically changing world. It recognises the vital role key account management plays in business success e.g:

  • Key accounts can outperform standard accounts by a factor of 2.4 (Siemens)
  • Top 20% of customers deliver 91% of Customer Lifetime Value (Kumar & Shah)
FIT4KAM provides you with

Three essential insights:

Fit2SELL works best for businesses selling through multiple channels and customer types. For those focussed on key accounts FIT4KAM is a specialised version.

As Is

A clear, agreed, validated view of where you are today: the “As Is”

Should Be

A clear, agreed, validated view of where you want to be in an specific time frame: the “Should Be”

The Master Plan

A clear, agreed, validated, costed and resourced plan to get from the “As Is” to the “Should Be” : The Master Plan

A clear, agreed, validated view of where you are today: the “As Is”

A clear, agreed, validated view of where you want to be in an specific time frame: the “Should Be”

A clear, agreed, validated, costed and resourced plan to get from the “As Is” to the “Should Be” : The Master Plan

FIT4KAM

The phases of FIT4KAM

During FIT4KAM we use a series of proprietary tools such as the Balance Check to provide a clear, agreed and validated view of where you are today and where you want to get to.
The output is a Master Plan – a prioritized, costed, and resourced plan to move from the “as is” to the “should be”.

What you get is:

  1. A clear and agreed view of where you are today, where you want to be in terms of client growth by the end of 2022 and by an agreed future point.  
  2. A clear, costed and agreed plan to achieve the “should be” including alternatives where needed.  This plan will include:
    The priorities for developing the KAM organisation, managers and individuals.
    Recommendations on a toolkit to achieve your plan.
    Proposal for ongoing support from our team focussed on specific accounts.
    A clear “Go/No Go” decision on the next phase – a FIT4KAM Rollout 

At the end of the period we run a further Balance Check to measure and recalibrate.

FIT4KAM

How much time will it take?

A FIT2SELL or FIT4KAM typically runs over a 4-6-week period depending on your diary commitments.

Your time commitment is likely to be (involving 2-6 people)

  • 1-2 hours for an initial GRACE meeting
  • 4 hours for the Download meeting(s) with 1-2 hours of preparation.
  • 2 hours for the balance check meeting with 1 hour of preparation
  • 1 hour to review Master Plan
  • 2 hours for final upload meeting

Total 12-14 hours spread over 4-6 weeks
Rollouts vary but typically involve 1-2 days a month over 12-24 months.

FIT4KAM

Am I committing to a Rollout from the start?

Absolutely not. At the end of the build up phase you essentially have four choices:

  1. Do nothing
  2. Use your internal resources
  3. Engage a different third-party
  4. Engage with us

To date 85% of clients starting a FIT2SELL or FIT4KAM Build-up have gone on to a rollout.

FIT4KAM

Who will do the work?

The work will be led by the senior consultant you will have been engaging with.
They may be supported by specialists from the wider team.

FIT4KAM

What exactly do we get at the end of the Build-up phase?

A prioritised, costed and resourced Master Plan describing your options to move from a clear, agreed and validated start point (the “As Is) to your clear, agreed and validated goal (the “Should Be”).
This gives you the confidence and clarity to achieve your ambitious goals.