- Keep and grow your "Top Tier" accounts; those accounts who know you, have purchased from you in the past 24 months and that afford you the best probability of current profitable revenue.
- Re-engage with these accounts; go there and meet with their senior leaders - now is the time for all to work together and understand what concerns buyers as well as suppliers have. Keeping expenses in mind - web meetings are great tools!
- Get your senior leaders into the field to meet these important accounts! On the phone is even a great action step!
- Become more flexible than ever; pricing, payment terms, delivery processes and contractual terms.
- Measure the "Voice of Your Accounts"; embed tools and process to reach out and listen to all of your accounts, not once a year, every quarter - use this informatiojn in your senior leadership teams!
- Become more authentic than ever! This is about all us making a sincere and real effort to work as one through this economic situation - we all need help and friends!
- Significantly increase your touch campaigns; more than ever increase the frequency that you are in touch with your accounts.
- Stay focused on the accounts that make a difference; it is easy to become distracted with new ideas and new opportunities - pursue but stay focused on the known!
- Think "Economic Value Proposition"; how you as a supplier offer an ROI on your account's investment with you?
- Remain positive; too many negative waves - "We choose not to participate in the recession" - post this slogan in your office, NOW!
There is no magic potion; work harder and smarter than ever!
Dennis
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