This is meant to provide interested parties of an example of what a KAP could look like. It is subject to change and is dependent to specific requirements of companies and their reflective market places, accounts, customers, and competition. It is merely an example. If you chose to use it, it is at your own risk of success.

1. KEY ACCOUNT
MANAGEMENT
PLAN
The Customer
Customer Corporate Office Address
Telephone
Fax
Web Site
Date prepared:
Plan Period:
Prepared by:
Key Account Team:
Key Account Team Review Frequency:
Key Account Team Actual Review Dates:
Account Overview
This overview is a summary of the customer’s position in their chosen industries. It can include
comments on their strategic plans that we can influence as well as their strengths and
weaknesses in their markets. Further to include comments on their focus products and/or
markets as well as any significant recent activities or milestones for their business positive or
negative

2. Account Facilities and Locations
Production facilities: Product Lines and Markets served:
Customer’s Management Team
+3=
promotes Q
Name Position Principle Q -3=
contact promotes
competition
Customer Contact Map
Contact Map - *insert a ppt diagram showing organization structure*
Call Frequency
Total Annual Visits ______
Actual Visit Dates ______ _____
______ _____
______ _____
Key Contacts Annual Actual Visit Dates
Visits
Procurement
Marketing
Technical
Plant/Production

3. My Company Position
Summary of Relationship
How have we helped each other create value in the past 3 years? What has gone
especially right or wrong? What are the skeletons in the closet if any? How are we
viewed by the customer as a supplier? What are the mutual opportunities that we see for
each other? What work needs to be done to repair any existing damage? Is this a good
fit? Why?
Segmentation analysis
How is the Customer viewed in the market?
How do they behave towards MyCompanyName?
How do they make decisions?
How do they perceive value?
Spend Map
Spend Map *insert an XLS list of all known customer purchases*
Key Account Development Plan
1. Broad Action Plan
Specific Action Plan (1)
Completion Person(s) Person and/or function Completion
Action Date Target Responsible To Consult Date Actual

4. Specific Action Plan (2)
Completion Person(s) Person and/or function Completion
Action Date Target Responsible To Consult Date Actual
Specific Action Plan (3)
Completion Person(s) Person and/or function Completion
Action Date Target Responsible To Consult Date Actual
2. Broad Action Plan
Specific Action Plan (1)
Completion Person(s) Person and/or function Completion
Action Date Target Responsible To Consult Date Actual

5. Specific Action Plan (2)
Completion Person(s) Person and/or function Completion
Action Date Target Responsible To Consult Date Actual
Specific Action Plan (3)
Completion Person(s) Person and/or function Completion
Action Date Target Responsible To Consult Date Actual
3. Broad Action Plan
Specific Action Plan (1)
Completion Person(s) Person and/or function Completion
Action Date Target Responsible To Consult Date Actual