KEY ACCOUNT PLAN - Done right from the start!

How to use the strategic tool in key account management effec-tively and really benefit from it.
1. Auflage 2026
ISBN: 978-3-6957-3633-1
Verlag: BoD - Books on Demand

Buch, Englisch, 112 Seiten, Paperback, Format (B × H): 148 mm x 210 mm, Gewicht: 174 g

Key account plans are considered indispensable and yet in many companies they are rather reluctantly filled out, ignored, inflated into a paper exercise or, on the contrary, bloated into slain documents. Between day-to-day operations and a lack of management involvement, the key account plan often loses its actual purpose: to be a strategic tool in key account management.

In this book, Hartmut Sieck shows why a well-made key account plan is much more than a template. He explains in a practical way how a clearly structured KAP makes new potential visible, sharpens strategies, connects teams worldwide and even provides valuable insights to the customer himself. With his experience from over 20 years of key account management, he invites you to use key account plans consciously, focusedly and effectively for real results instead of mandatory tasks.
In short: If you're going to have a key account plan, then do it right. This book shows you how.

Autoren/Hrsg.

Sieck, Hartmut

Über Autor(innen)

Sieck, Hartmut
Hartmut Sieck can look back on a ten-year career in industry with international positions in product development, international sales, as a key account manager and, finally, as head of key account management development & support. In this role, he successfully rolled out and further developed key account management in an international organization.

Building on this experience, Hartmut Sieck founded the management consultancy SIECK consulting in 2002. Since then, he has accompanied companies worldwide as a sparring partner, consultant, trainer, speaker and coach in the introduction and further development of key account management programs.

Hartmut Sieck:
Hartmut Sieck can look back on a ten-year career in industry with international positions in product development, international sales, as a key account manager and, finally, as head of key account management development & support. In this role, he successfully rolled out and further developed key account management in an international organization.

Building on this experience, Hartmut Sieck founded the management consultancy SIECK consulting in 2002. Since then, he has accompanied companies worldwide as a sparring partner, consultant, trainer, speaker and coach in the introduction and further development of key account management programs.