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Key Account Audit

Note: These questions are not a script - they are a series of prompts designed to establish the key account's perceptions - they should be tailored to suit each situation. Remember that their perceptions become your reality!

Today :

  1. Where are we meeting your expectations?
  2. Where are we exceeding your expectations?
  3. Where are we falling short of your expectations?
  4. What unresolved issues are there?
  5. How do we compare to others:-
    • In our industry?
    • In other industries?
  6. How would you sum us up in a sentence?
  7. If you could put the clocks back what do you think should have been done differently?
  8. Do you see us a supplier, friendly face or business partner?
  9. If we were an animal or bird what would we be?
  10. Overall, how many marks out of ten would you give us today?

Future :

  1. How is your business changing?
  2. What pressures will you face from outside and inside your business?
  3. What will your main objectives for the future be?
  4. How will you achieve them?
  5. How could we help you?
  6. What one thing could we do that we are not currently doing?
  7. What do you see as being the big issues in our future relationship?
  8. What would we have to do to score ten out of ten?
  9. Where would you be happy to see us have more of your business in the future?
  10. Is there anything else I need to know…………….?
Key account management speaker,KAM speaker
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