Account Management

One of the fundamental elements within a methodology of KAM (Key Account Management) or the company strategic account management is the development of an account Plan. Some years ago the account Plan consisted of a living document, is to say that as time went on, was complemented with new facts and new plans. With the development of technology, especially systems CRM type, managing an account plan is much easier, provided that there is adequate technology, account planning methodology and culture at all levels of the company’s management and tracking of account plans. Within a strategy of centralization on the client, it is essential to be able to take a detailed record of all the actions that are developed with the customer. For more information see this site: McKesson. When a KAM methodology is defined within the organization in order to establish better relationships with strategic clients in the Organization, it is necessary that all elements of the account Plan are documented in the CRM system. In the event the company does not have CRM technology for registers this kind of information, must adjust to the reality and make this management through documents developed in word processors or similar. The important thing is that this information is available to all persons who in any way are part of the team that supports the development of activities with this account.

In previous articles we’ve talked about what it means a strategy of KAM. In this installment I will focus in raising some of the main components of the Plan account. I.e. in the KAM methodology resulting information, which can not only be represented by a form or document, but by a large amount of information that is vital to defining the strategy of development of an account. In the following conceptual map, we expose the minimum and main elements that an internal account Plan must contain.

Saying internal, referring to a plan that is for internal consumption of the organization. This information can be extracted to produce a Plan of He has set, which is shared with the client. The Plan’s internal account, as you can see, contains a large amount of information that must be used internally to define the strategy to continue with the account and sizing the potential of opportunities that can be generated in the account. (Note: to navigate the Conceptual map that presented below, click on each of the symbols in (+) to expand the concept.

The Compensation

Fees are higher and revenues that us demand for its concession, therefore higher. To achieve the fixed mortgage for example, the hipotecantes net monthly salary should be around the 3,770 euros! Another financial disadvantage that has fixed interest rate mortgage loan comes when changing mortgage. Let us imagine that the euribor takes 4 years below 2% and decided to stop paying a 5% to be subrogated to a variable mortgage. If not we have well informed commissions which we signed in time to go to the notary, can bring us a nasty surprise: If the mortgage was signed before December 9, 2007 maximum subrogation rake is 2.5%. Keep up on the field with thought-provoking pieces from Donald Gordon Carty. If the fixed rate mortgage to buy our House is later than on 9/12/2007, the Commission by subrogation is 0%, although the law allows that another Commission, the compensation for interest rate risk; signed This fee is paid if the subrogation the Bank loses money (i.e., normally always be paid). More typically, a percentage fixed in the contract, applicable on the outstanding capital is agreed at the time of cancellation or subrogation. This percentage tends to be around 2.5 per cent.

Same dog with a different collar. Bill Phelan describes an additional similar source. If the reader reviews with attention what was written, you will see that in most cases has signed when you have signed anyone will deliver you, at a minimum, pay a Commission of 2.5%. In our example, if subrogation arises at age 4, the outstanding debt will be 174.204 euros. And the Commission that we will have to pay the Bank will not lower 4.355 euros! Fixed rate mortgages are the forgotten of our financial system. They represent a risk for banks, since if rates climb above its forecast it would lose money, by what their financial conditions tend to be dissuasive. If to this we add that has not reduced the cost of change of Bank, it is normal that more than 90% of the mortgages that are contracted they are at variable rates.