Slides | key account management

Summary: The article discusses various strategic analysis techniques like ABC Analysis, Pareto Analysis, SWOT Analysis, Customer Segmentation, and Value-Based Pricing in account management to optimize resources, identify key factors, tailor strategies, and set prices based on customer value, ultimately enhancing performance and profitability.


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Framework	Description
ABC Analysis	ABC Analysis is a technique used in inventory management and other areas to categorize items based on their importance. It divides items into three categories: A, B, and C. Category A items are the most valuable or important, while Category C items are the least valuable. This helps in prioritizing resources and efforts towards the most critical items.
Pareto Analysis	Pareto Analysis, also known as the 80/20 rule, states that roughly 80% of the effects come from 20% of the causes. In account management, this principle is used to identify the most significant factors contributing to success or failure. By focusing on the vital few factors, organizations can achieve significant improvements in their account management strategies.
SWOT Analysis	SWOT Analysis is a strategic planning tool that helps businesses identify their Strengths, Weaknesses, Opportunities, and Threats. In account management, conducting a SWOT analysis can provide valuable insights into the internal and external factors that may impact account performance. This analysis helps in developing effective strategies to capitalize on strengths and opportunities while mitigating weaknesses and threats.
Customer Segmentation	Customer Segmentation involves dividing customers into groups based on similar characteristics such as demographics, behavior, or preferences. By segmenting customers, account managers can tailor their strategies and offerings to meet the specific needs of each group. This personalized approach can lead to improved customer satisfaction and loyalty.
Value-Based Pricing	Value-Based Pricing is a pricing strategy that sets prices based on the perceived value of a product or service to the customer. In account management, understanding the value that each customer derives from the offerings can help in setting prices that reflect this value. This approach can lead to increased customer satisfaction and profitability.

Slides | key account management

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