Test your Key Account Management Quotient with the 5-min KQ quiz

Part 1: Whitespace & Opportunity Awareness (3 Questions)
Have you mapped all the unique Buying Units within your Clients global organisation?*
Your B2B Key Accounts are typically large, complex, global Accounts with multiple ‘buying units’. Usually a function, department, geography or their combination.
- Yes
- Some What
- No
Have you mapped your offerings to the various Buying Units?*
Key Account Growth comes from ‘farming’ and ‘mining’ opportunities.
- Yes
- Some What
- No
Have you mapped your competitors to Buying Units and Offerings?*
Knowing where competitors score with Key Accounts and wallet share helps uncover opportunities for growth and value creation.
- Yes
- Some What
- No

Part 3: Strategic Insight (3 Questions)
Would you say your offerings are aligned to Client strategic goals for the present and the future?*
Long-term engagements are defined by value creation and that is possible only when strategic goals are aligned.
- Yes
- Some What
- No
Do you have a clear goal setting process in place?*
Revenue goal setting is the outcome of a complex set of variables, including buying unit wise potential, offering wise potential, past numbers, competitor analysis, customer goals, regulatory constraints etc.
- Yes
- Some What
- No
Are you able to prepare, share and track your Annual Plan smoothly with all internal stakeholders?*
Annual Planning is a critical, time-consuming exercise that decides your fate for the year. Being able to build, share, track and govern the plan for a complex, global Account, while holding others accountable to their deliverables is crucial to meeting goals.
- Yes
- Some What
- No

TEST YOUR