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Key Account Analysis

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Use this tool to assess key accounts, forecast future sales, determine strengths & weaknesses, key success factors, and competitors for the business.

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									Key Account Analysis

Customer Profile What do we know about this account?
Company Name Mission Statement Headquarters Employees Total Sales Sales by Region

Sales by Segment

Customer Profile What other intelligence do we have about this account?
1.

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4.

5.

Customer Profile What do we currently NOT know regarding this account?
1.

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5.

Our Current & Forecasted Sales

Actual/Forecasted Revenue
$16,000,000 $14,000,000
$12,000,000 $10,000,000 $8,000,000 $6,000,000 $4,000,000
2007 2011

2010

2009

2008

$2,000,000
2005 2006

$0

Year

Value Chain Where do we fit into the value chain?

Us

Customer

Tier 1

OEM

• Enter Point 1
• Enter Point 2 • Enter Point 3

• Enter Point 1
• Enter Point 2 • Enter Point 3

• Enter Point 1
• Enter Point 2 • Enter Point 3

• Enter Point 1
• Enter Point 2 • Enter Point 3

Customer Key Success Factors What activities/competencies are critical for customer success?
Key Success Factor #1

KSF #1

Enter a description of this key success factor.

Key Success Factor #2

KSF #2

Enter a description of this key success factor.

Key Success Factor #3

KSF #3

Enter a description of this key success factor.

Strengths & Weaknesses What are our strengths & weaknesses vis-à-vis this account?
Strengths Weaknesses

1. Enter Strength #1 and provide description

1. Enter Weakness #1 and provide description

2. Enter Strength #2 and provide description

2. Enter Weakness #2 and provide description

3. Enter Strength #3 and provide description

3. Enter Weakness #3 and provide description

Key Competitors Who is competing for the business on this account?

Competitor #1 Headquarters Total Sales Employees Product Range Geographic Focus Other Notes

Competitor #2

Competitor #3

Action Plan What do we need to do to win/expand this account?
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