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Benchmarking: Key Account Benchmark

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Key Account Benchmark: The benchmarking service that helps build strategic customer relationships

  1. Benchmark your company against most successful competitors
  2. Compare your performance with other companies on 108 activities and issues
  3. Highlight your company's unique top ten issues for improvement

Policy Publications in association with the University of Luton
For your company...a database service that focuses on key strategic acccount improvement issues

Developing strategic customer and key account relationships is a crucial but challenging activity.

Now there is the Developing Strategic Customers and Key Accounts Database. The Key Account Benchmark is a unique independent database which helps you benchmark your own company's performance against some two hundred other companies.

You discover how you perform on 108 different activities and issues connected with building relationships with strategically important customers and key accounts. Because the database lets you compare your performance with other firms, you can see at a glance how your company performs both against the average and -- critically -- those firms that are most successful at key account management.

Key Account Benchmark takes the guesswork out of wondering how your performance stacks up against rivals. It replaces speculation with hard facts.

Take something as basic as how customer oriented you are. Key Account Benchmark provides hard statistics about 20 key activities. Or the question of how you differentiate the service you provide and the value you add to strategic customers. The benchmark covers 16 ways of doing this.

Then there are questions such as selecting which relationships to focus upon and how to develop more business from key accounts. Are you satisfied with the benefits you harvest from your key accounts? The Key Account Benchmark shows what your rivals focus on among 16 key benefits -- and how you compare with them.

Across the full range of issues connected with building relationships with important customers -- a critical activity for most customers – Key Account Benchmark provides hard facts. From using new technologies to locking competitors out of your key accounts, The Key Account Benchmark helps you to assess your performance. In relation to protecting your key accounts from competitors, 17 different activities are covered.

This practical tool is focused on the issues that are important to you. Because Key Account Benchmark provides hard statistics -- rather than unsubstantiated opinions -- it can help to crystallise debate in your own firm about where your priorities lie.

Moreover, because Key Account Benchmark focuses on those issues that are most important to your company, it helps you to channel finite resources to where they can make most impact.

To benchmark your company, start completing the questionnaire now. It's the first step to boosting the benefits your firm obtains from strategic customer and key account relationships.

Key Account Benchmark is operated by Policy Publications, an independent publishing company.

How to benchmark your company
It couldn't be easier to benchmark your own firm against others on the database.

  1. Place your order on this website and you will be sent a questionnaire.
  2. Complete the tick box questionnaire and return it to Policy Publications at the address on the form.. It focuses on 108 different issues. Involve colleagues in completing the questionnaire -- you may find it stimulates lively debate!
  3. When we receive your payment and questionnaire, we input the data from your questionnaire to our purpose-built database. At all times, your results remain completely confidential. Nobody, apart from you, ever sees your own results.
  4. When we've input the results, we'll print out and send you a bespoke and confidential report. We usually mail benchmarking reports within seven working days of receiving a payment and completed questionnaire.

A unique report on your company's performance...

Your Key Account Benchmark report is suitable for use in high-level meetings. It comes in five sections:

  1. Executive summary. A high-level summary of the findings plus an introduction on how to interpret the figures. This provides useful advice about interpreting the figures from the statistical tables comparing your firm's performance with others.
  2. Comparison of your company with the average of all others in the database. Tables show percentages from all firms in the database against each of the 108 issues. Your firm's performance on each issue is displayed for easy comparison. There is a useful commentary which draws your attention to some of the key issues you may want to explore.
  3. Comparison of your company with those firms that are most successful at building strategic customer and key account relationships. Tables show percentages only from most successful companies in the database against each of the 108 issues. Your firm's performance on each issue is displayed for easy comparison. There is more commentary which focuses on issues which may be important.
  4. Top ten action checklist. This provides you with your own unique top ten action issues -- those where your firm's performance falls furthest behind the most successful. See, at a glance, those areas which may require the most urgent attention.
  5. How to make best use of your report. This explains how to use your Key Account Benchmark report to develop an action plan for improving your strategic customer and key account relationships.

Many ways to use your benchmarking report...

  • Discover how you compare against other companies... and the most successful at developing their key accounts.
  • Focus debate in your company with hard facts on those issues that really matter... and the most important areas for priority improvement.
  • Identify any deficiencies in your key account development activities and take steps to rectify them.
  • Measure your improvement against other firms on a regular basis to gain a dynamic view of your performance.

Key Account Benchmark
Focus on the benefits you gain...

  • Benchmarks your company's performance against the average and best among other firms in the database.
  • Provides a real-world view of your company's key account performance.
  • Provides a discussion document to focus staff on how to improve your firm's performance.
  • Stimulates debate on the crucial issues you need to tackle.
  • Provides a source of dynamic data to measure your own progress at regular intervals against your peers and rivals.

Start benchmarking your company’s strategic customer and key account development activities here...

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