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E book no-org-chart-no-kam-34

DemandFarm
DemandFarm

Read this 5 minute eBook to understand the value of Org Chart to Key Account Management 1 The Origins of Org Chart 2 Know why an org chart is not enough and its Future for Key Account Management. 3 Strategic Role of Org Chart in Key Account Management 4 KAM Power of an Org Chart

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No Org Chart, No KAM The Value of Org Chart in Key Account Management is underrated.
Does your business practice Key Account Management?
What role does the Organizational Chart play in Key Account Management?
Oh wait you dont have an Organizational Chart...
Yes, you have an organisational chart... tucked safely in a hard drive.
0401 02 03 01 The Origi ns of Org C hart
The Origins of Org Chart The First Org Chart The organization chart of the New York and Erie Railway (dated 1855) is considered to be the 鍖rst modern organization chart. On the chart is written, that the diagram represents a plan of organization, and exhibits the division of administrative duties and shows the number and class of employees engaged in each department. Daniel McCallum, one of the early pioneers of management, designed it.
The Origins of Org Chart Then Org Charts evolved An Org Chart graphically displays the relationships between all the team membres. As business and associated principles of management progressed, so did the Org Chart. 21st century teams are now very different and continue to evolve. Matrix FlatHierarchical
01 02 03 04 02 Strategic Role of Org Chart in Key Account Management
An External plus Internal Org Chart A Key Account Manager (KAM) is at the centre of a Key Account Management organization. Org charts exist and are utilised for internal stakeholders - deliverers and supplier boards. Strategic Role of Org Chart in KAM But what about org charts to represent relationships at key accounts?
0401 02 03 03 An Org Chart is not enough
A Key Account Org Chart The Good In some instances, businesses leveraging Key Account Management do have well laid out Org Charts that represent the relationships prevailing within the key accounts. An Org Chart is not enough The Not So Good Org Charts used are not-so-modern. They still belong to the 19th century. But business has changed. Key accounts tend to be in a state of 鍖ux. Paper or powerpoint based static org charts cant cut.
An Org Chart is not enough The KAM Org Chart of the Future... Who are the people who count in the Key Account? Shows, Answers and Prompts...
An Org Chart is not enough What are the relationship dynamics amongst the team members at the Key Accounts? The KAM Org Chart of the Future... Shows, Answers and Prompts...
An Org Chart is not enough What is the Relationship Context? The KAM Org Chart of the Future... Shows, Prompts... Answers and
0401 02 03 04 KAM Power of an Org Chart
KAM Power of an Org Chart Who are friends? Who are not? In the key account who is a Supporter, Detractor, Neutral or dont know cant say The formal structure of who reports to whom Who calls the shot, most of the times? Key Elements HIE R A R C H Y I N F LU ENCE REL ATIONSHIPS P O W E R
Understanding the dynamics of these 4 elements takes many months if not years. Can a business engaged in key account management afford to leave such insights in a humans head? They say when a good Key Account Manager leaves, Accounts leave too. A well maintained Org Chart will provide 鍖ghting chance for the new account team. Once an Org Chart is built, it will start yielding in revenue growth because you will know what to sell to whom through whom. RISK THRIVE KAM Power of an Org Chart
Time to open your Key Account Org Chart?
Start Free Trial on MS Dynamics Start Free Trial on Salesforce

More Related Content

E book no-org-chart-no-kam-34

  • 1. No Org Chart, No KAM The Value of Org Chart in Key Account Management is underrated.
  • 2. Does your business practice Key Account Management?
  • 3. What role does the Organizational Chart play in Key Account Management?
  • 4. Oh wait you dont have an Organizational Chart...
  • 5. Yes, you have an organisational chart... tucked safely in a hard drive.
  • 6. 0401 02 03 01 The Origi ns of Org C hart
  • 7. The Origins of Org Chart The First Org Chart The organization chart of the New York and Erie Railway (dated 1855) is considered to be the 鍖rst modern organization chart. On the chart is written, that the diagram represents a plan of organization, and exhibits the division of administrative duties and shows the number and class of employees engaged in each department. Daniel McCallum, one of the early pioneers of management, designed it.
  • 8. The Origins of Org Chart Then Org Charts evolved An Org Chart graphically displays the relationships between all the team membres. As business and associated principles of management progressed, so did the Org Chart. 21st century teams are now very different and continue to evolve. Matrix FlatHierarchical
  • 9. 01 02 03 04 02 Strategic Role of Org Chart in Key Account Management
  • 10. An External plus Internal Org Chart A Key Account Manager (KAM) is at the centre of a Key Account Management organization. Org charts exist and are utilised for internal stakeholders - deliverers and supplier boards. Strategic Role of Org Chart in KAM But what about org charts to represent relationships at key accounts?
  • 11. 0401 02 03 03 An Org Chart is not enough
  • 12. A Key Account Org Chart The Good In some instances, businesses leveraging Key Account Management do have well laid out Org Charts that represent the relationships prevailing within the key accounts. An Org Chart is not enough The Not So Good Org Charts used are not-so-modern. They still belong to the 19th century. But business has changed. Key accounts tend to be in a state of 鍖ux. Paper or powerpoint based static org charts cant cut.
  • 13. An Org Chart is not enough The KAM Org Chart of the Future... Who are the people who count in the Key Account? Shows, Answers and Prompts...
  • 14. An Org Chart is not enough What are the relationship dynamics amongst the team members at the Key Accounts? The KAM Org Chart of the Future... Shows, Answers and Prompts...
  • 15. An Org Chart is not enough What is the Relationship Context? The KAM Org Chart of the Future... Shows, Prompts... Answers and
  • 16. 0401 02 03 04 KAM Power of an Org Chart
  • 17. KAM Power of an Org Chart Who are friends? Who are not? In the key account who is a Supporter, Detractor, Neutral or dont know cant say The formal structure of who reports to whom Who calls the shot, most of the times? Key Elements HIE R A R C H Y I N F LU ENCE REL ATIONSHIPS P O W E R
  • 18. Understanding the dynamics of these 4 elements takes many months if not years. Can a business engaged in key account management afford to leave such insights in a humans head? They say when a good Key Account Manager leaves, Accounts leave too. A well maintained Org Chart will provide 鍖ghting chance for the new account team. Once an Org Chart is built, it will start yielding in revenue growth because you will know what to sell to whom through whom. RISK THRIVE KAM Power of an Org Chart
  • 19. Time to open your Key Account Org Chart?
  • 20. Start Free Trial on MS Dynamics Start Free Trial on Salesforce