Key Account Strategy Matrix (KASM™)

 

The Key Account Strategy Matrix is used to illustrate what types of strategies are most appropriate for your key / strategic account at a given moment in time. The axes of the Matrix represent a value-based dimension that includes three criteria (EVA = Economic Value Added, P = Pricing, and SA = Solution Alignment/Fit) and a competitive advantage-based dimension that includes two criteria (SA = Solution Alignment and CS = Competitive Situation). Through this assessment, a score is derived and you are able to plot your current account situation on the matrix to help in determining the next most appropriate strategy for optimizing your key / strategic account relationship.

 

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