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Standards Development
This framework would offer practical support to organisations at all levels of key account management maturity and could form the basis for certification or independent verification, providing assurance to procurement professionals in assessing supplier capability and alignment.
The standard will cover:
-A definition of key account management and how it differs from sales or relationship management
-Selection criteria for key accounts (strategic vs. transactional)
-Cross-functional team structures and roles
-Account governance models and relationship levels
• Performance management, metrics, and profitability
-Strategic account planning and value creation
-Adaptation of offers and services to customer needs
-Integration with management system standards (e.g., ISO 44001 for collaboration)
This standard would support better economic outcomes by ensuring consistent practices, fostering stronger supplier-client collaboration, and improving the return on government expenditure through better-managed strategic supplier relationships.
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