74&WEST will partner with you to design and build a truly client-centric coverage model. Together, we will:

Define Scope of Client Coverage

  • Identify your most important clients and key account coverage associated with each

  • Identify all those areas within your organization where that client has business and coverage associated

  • Define overall revenue associated with each client across the organization

 

Define Reporting Requirements and Governance

  • Set process and parameters for regular account reviews, coverage officer requirements and follow up

  • Establish a report with all important data on the client to be able to track progress over time

  • Create a senior Client Committee to establish proper governance and reporting

  • Establish incentives for internal performance

 

Implement Periodic Client Performance Reviews

  • Establish a small team to create consistent reviews of the key coverage groups for each client; create a report card to measure performance

 

Internal Communication

  • Conduct internal marketing campaigns so all internal employees are aware of and feel part of the client coverage strategy

  • Celebrate wins, communicate best practices