Key Account Management
Having previously worked in this area with a number of major construction firms, including Kier and Amec, we are supporting one of the UK’s leading suppliers of kitchen furniture in the middle of 2016. Seeking to grow significantly in the next three years, they see identifying and developing their major accounts as key to this growth.
We are helping them to identify those key accounts going forward, understand their customer’s business needs and develop a Business Plan for each to maximise the sales and profit returns with each of them. Subsequently we will help them to measure performance on a regular basis.
Drawing upon our experience gained when working in this field for 3i for five years, we have undertaken due diligence assignments for a US client on three overseas target companies in Poland, Nigeria and India. All three were involved in specialist areas of manufacturing – stainless steel vessels, a fabricator of exotic metals and an engineering business supplying the local oil industry.
Our role was to assess the management, their future plans, the sales and marketing functions and also their financial forecasts. The subsequent reports informed the client’s business decision as to whether they should proceed and at what price.