How can you protect your key accounts during a merger?
At some point you are likely to be involved in a takeover or merger, partial or complete. Integrating key accounts afterwards and managing client expectations needs careful handling – processes can get broken and need to be consolidated. Be prepared!
Join us for an insightful webinar where we will explore how mergers and acquisitions (M&A) affect key account management.
Learn effective strategies for managing client expectations, streamlining processes, and ensuring a seamless transition.Â
We will delve into the complexities of key account management following a merger, offering practical guidance on mitigating risks, reorganising sales teams, and maintaining client trust through transparent communication.
You’ll gain insights from real-world examples of successful account integration and understand the crucial role of senior management in steering this vital process.
A merger can create uncertainty for both clients and employees. However, with the right strategies, your organisation can not only preserve but also enhance relationships with key clients, turning a potentially challenging situation into an opportunity for growth.
Key learning points
- Why key accounts must be a priority post-merger: Understand the risks of neglecting your most valuable clients during a merger and how to keep them engaged and informed.
- Organisational changes and their impact on key accounts: Explore how to restructure your sales teams and revise your account strategies to meet the new demands of the merged organisation.
- Integration of key accounts and client segmentation: Discover how to redefine your client segmentation and adjust your strategy to align with the strengths of your newly merged entity.
- Managing the human aspect of account reallocation: Gain tips on how to reassign accounts without causing frustration and support your teams through the transition.
Elodie Colin-Petit
Strategy senior manager and sales excellence offering lead at Silamir Grow Consulting group.
Elodie Colin-Petit has over 15 years of experience in B2B and B2B2C key account management, including roles as Global Key Account Director for AB InBev and Carlsberg at Soufflet Malt (Invivo Group). Based in Paris, she is now  strategy senior manager and sales excellence offering lead at Silamir Grow Consulting group.
She is a long-standing AKAM member and actively promotes the importance of key account management across organizations. Elodie believes this discipline is essential for executing business strategy and enjoys sharing her insights with other passionate professionals.
