B o a r d
M a r k e t R e s e a r c h P r o j e c t T e a m
B o a r d
J o i n t B o a r d M e e t i n g s
S e l l i n g C o m p a n y
B u y i n g C o m p a n y
M a i n C o n t a c t ' B u y e r '
M a n a g e r s
O p e r a t i o n sO p e r a t i o n s O u t b o u n dI n b o u n d L o g i s t i c sL o g i s t i c s B o a r dB o a r d
S e l l i n g C o m p a n y
B u y i n g C o m p a n y
E a r l y K e y A c c o u n t M a n a g e m e n t
S y n e r g i s t i c K e y A c c o u n t M a n a g e m e n t
S e l l i n g C o m p a n y
B u y i n g C o m p a n y
Identify where your relationship currently lies.
M i d K e y A c c o u n t M a n a g e m e n t
S e l l i n g C o m p a n y
戰略大客戶管理的定義
• 拓展客戶關係以增進了解 • 根據這種了解調整企業活動以獲得競爭優勢
P r e K e y A c c o u n t M a n a g e m e n t
S e l l i n g C o m p a n y
D i r e c t o r s
P a r t n e r s h i p K e y A c c o u n t M a n a g e m e n t
Verify process performance against project target
應用 技術
1. 戰略大客戶的 選擇準則 2. 組合分析 3. 客戶價值四格 圖 4. 風險分析
ห้องสมุดไป่ตู้
1. Stakeholder analysis 2. QFD 3. KANO Model 4. 客戶價值計分 卡
O p e r a t i o n s P r o j e c t T e a m L o g i s t i c s N P D P r o j e c t T e a m P r o j e c t T e a m K e y A c c o u n t M a n a g e r S H E P r o j e c t T e a m M a i n C o n t a c t ' B u y e r '
R & D R & D A d m i n i s t r a t i o nA d m i n i s t r a t i o n
B u y i n g C o m p a n y
D i r e c t o r s
M a n a g e r s
K e y A c c o u n t M a n a g e r
M a r k e t i n g A d m i n i s t r a t i o n O p e r a t i o n s K e y A c c o u n t M a n a g e r M a i n C o n t a c t ' B u y e r '
M a r k e t i n g A d m i n i s t r a t i o n O p e r a t i o n s
S p e c i a l i s t s C l e r k s O p e r a t o r s
S p e c i a l i s t s C l e r k s O p e r a t o r s
K e y A c c o u n t M a n a g e r
M a i n C o n t a c t ' B u y e r '
戰略大客戶管理階段與工具
管理 階段 目的 定義 衡量 分析 設計 驗證
Define What, Why, Who, How, When
Define customer need’s and specify CTQ
Develop high-level process design concept
Develop details, and optimize the design
B u y i n g C o m p a n y
D i r e c t o r s
K e y A c c o u n t M a n a g e r a n d M a n a g e r s M a i n C o n t a c t ' B u y e r ' S p e c i a l i s t s C l e r k s O p e r a t o r s
1. Functional Analysis 2. Process Map (high Level) 3. Conceptual Design 4. Pugh Model
1. Detailed Process Design 2. Process Spec. 3. Capability Analysis 4. Design scorecard
D i r e c t o r s M a n a g e r s S p e c i a l i s t s C l e r k s O p e r a t o r s
Identify where you would like your relationship to lie, and by when. What are the principal activities and actions required to make this happen? 1. 2. 3. 4. 5.