How much is your key account worth

By Diana Woodburn | November 1, 2021 |

Customer Lifetime Value and Customer Profitability Companies – and Key Account Managers – must consider the long term profitability of their key accounts. Anything less could be considered a dereliction of duty to their shareholders. Ability to deliver differentiated value to the customer determines how successful you will be. Because if the customer does not see any unique value – if they do not see that you are doing anything different from your competitors to make them better off – then their selection will be based on price, and that’s a miserable downward spiral whether you win the business or not.

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