The Key Account Portfolio

May 19th, 2015
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York University
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How attractive AG was to the clien Based on AG’s own opinion of how the client would place AG How attractive client was to AG.

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The Key Account PortfolioSo how do you make the cut?The matrixAllocatinginvestments ineach clientproportionally toresource usage How attractive AG was to the client Based on AGs own opinion of how the client would place AG How attractive client was to AGIdentify group ofclients which Amount of change in the clients business or marketplacewould be key Length of the clients tenure with AG, probability or relationshipcontinuanceIn detail Client bought from at least two practice areas within AG Client was an FTSE 350 organization or was equivalent in size to one External legal services purchase of 4 million pounds by 2011The Gateway Would spend 2 million pounds or more yearly with AG by 2011The matrixAttractiveness of the clientAG competitive positioningStrategicProactiveSelectiveStrategic Most attractive cli

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