AB Calculator

One of the fundamental elements within a methodology of KAM (Key Account Management) or the company strategic account management is the development of an account Plan. Some years ago the account Plan consisted of a living document, is to say that as time went on, was complemented with new facts and new plans. With the development of technology, especially systems CRM type, managing an account plan is much easier, provided that there is adequate technology, account planning methodology and culture at all levels of the company’s management and tracking of account plans. Within a strategy of centralization on the client, it is essential to be able to take a detailed record of all the actions that are developed with the customer. When a KAM methodology is defined within the organization in order to establish better relationships with strategic clients in the Organization, it is necessary that all elements of the account Plan are documented in the CRM system. In the event the company does not have CRM technology for registers this kind of information, must adjust to the reality and make this management through documents developed in word processors or similar. The important thing is that this information is available to all persons who in any way are part of the team that supports the development of activities with this account.

In previous articles we’ve talked about what it means a strategy of KAM. In this installment I will focus in raising some of the main components of the Plan account. I.e. in the KAM methodology resulting information, which can not only be represented by a form or document, but by a large amount of information that is vital to defining the strategy of development of an account. In the following conceptual map, we expose the minimum and main elements that an internal account Plan must contain.

Saying internal, referring to a plan that is for internal consumption of the organization. This information can be extracted to produce a Plan of He has set, which is shared with the client. The Plan’s internal account, as you can see, contains a large amount of information that must be used internally to define the strategy to continue with the account and sizing the potential of opportunities that can be generated in the account. (Note: to navigate the Conceptual map that presented below, click on each of the symbols in (+) to expand the concept.

Before calling the table must be reentrant on the tab “Register account” form view algorithm for calculating the salary set a filter on the category of case records, equal, “Calculation of the average wage.” In this If the table reentrant for selection and installation will be made available as general signs of reentrant and reentrant features unique to the category of accounting registers using the “Calculation of the average wage.” 3. On intersection of the rows (species accounts) and columns (accounting registers) must specify one of the following reentrant calculations based on the types of registries average salary: – “X” – is included in the register of records. If you have additional questions, you may want to visit Governor Cuomo. – “H” – not takes into account the payment of the following periods. In forming the average wage by type of settlement, for which the table is set reentrant sign “Do not take into account the payment of the following periods,” the amounts are not included in the current period and are recorded in the appropriate follow-up periods. – “K” – counts the sum of the average wage, taking into account payments for the current period, paid in prior periods, as follows: Sc = SH / KH * Kc, where Sc – sum of the average salary used to calculate a charge for the month of A; SH – the amount of charges, taken into account in interpreting the average salary per month in the calculation of B average salary per month A; Book – the amount of waste hours per month B; Kc – the number of hours worked per month A – “O” – charging recalculated if the number of hours worked per month, which is formed by decoding is less than the number of hours scheduled for that month.