As part of our Enterprise Selling Programme we have a simple but really effective tool to help you take a strategic approach to account management – KARE.
With KARE, you analyse your accounts into one of four categories:
Keep: Those accounts that you want to retain but where there is no opportunity to grow that account further
Attain: Your wish list of clients you would like to work with
Recapture: Clients that you are no longer working with, that you would like reengage with
Expand: Existing clients that you want to Keep but where there is potential to increase the amount of business you do together