The concept of 'strategy' comes from the Greek strategos, which means' the art of deploying troops in combat. " However, the military term for the last 20 years is widely came into use professional theory and practice of management. To date, a strategy often understand the long-term plans for senior management to achieve long-term goals of the organization. Many Western experts say that a long-term intentions of business leaders in the manufacture, marketing and commerce, revenue and expenditure or investment. Considering the strategy aspect of enterprise management, there are several accepted definitions: Strategy – overall comprehensive plan designed to ensure the implementation of the company's mission.
However, the strategy can be viewed as a set of rules that guide the organization in management solutions. In addition, the firm's strategy can be defined as forward-looking system of measures that achieve specific goals identified by the company. From these definitions it is clear that the development strategy aimed primarily at adapting the organization to changes in external conditions. And it finds support in life, because in a highly competitive and rapidly changing situation, firms should not only concentrate attention to the internal state of affairs, but also develop long-term strategy of behavior that would allow them to keep pace with the changes occurring in their surroundings. The essence of the formulation and implementation of the strategy is to select the desired direction of development of numerous alternatives and direct industrial activity along the chosen path. Turning to the formation of business strategy must be noted that this process requires highly skilled performers.
One of the fundamental tasks of a KAM (Key Account Manager) or strategic account manager, corresponds to the coverage and development of account planning. If you have been assigned as KAM’s special accounts, my main recommendation is to implement a method clear planning of the coverage of the account and the development of it strategy. In the short term you must know in detail the account and most importantly, must have an action plan to develop business opportunities with that account. Here are some recommendations to develop this key account planning phase. What is the strategic account planning process? Expressed in a very simple context, I explain it with three words; Knowledge, Vision and commitment (CVC).Let’s look at that I mean with these three words: knowledge. The first phase in the process of planning for accounts, is to achieve a high level of knowledge, at least, of two elements: the main variables of the industry in which your client works and the status of the main operations of your customer.