Key Account Development

Structure and grow your strategic accounts to secure and accelerate your growth.

The challenge

Selling to large industrial, energy or logistics groups requires a specific approach: long cycles, multiple decision-makers (procurement, technical, management), supplier listing and qualification procedures, demanding tenders. For an SME, failing to convert or losing a key account weighs heavily on growth prospects.

Who it's for

• SMEs and mid-sized companies that sell, or want to sell, to large national and international industrial groups to drive their growth
• Companies where a large share of revenue depends on a few strategic clients
• Sales teams facing tenders and complex supplier listing procedures

What we do

We help you move from an opportunistic client relationship to structured, long-term management of your strategic accounts:

• Selection and prioritization of high-potential, accessible accounts
• Building account plans: decision-maker mapping, client challenges, objectives and short-, medium- and long-term action plans
• Preparation and negotiation of framework agreements, from supplier listing through to signature and the establishment of a partnership
• Support in responding to industrial tenders
• Setting up key account organization and management: account reviews, KPIs, governance

Our added value

Over 20 years dedicated to building strategic relationships with national and international key accounts, notably through negotiating and rolling out framework agreements with leaders in industry, energy and logistics. A field-proven method that can be complemented by AI tools to optimize sales performance and strengthen client relationships.