Key account management strategy and consulting

Enhance client relationships and unlock growth with strategic business assessments and expert-led account planning.

From diagnosis to direction, our key account management (KAM) consultants deliver insights and support to strengthen your KAM strategy and drive growth.

  • Get firm-wide alignment to your key account management strategy
  • Prioritise high-impact KAM improvements
  • Find and target high value clients better
  • Pinpoint and activate the key drivers for client centric change
  • Get a roadmap for key client success
  • Unlock growth with strategic assessments and recommendations
  • Work with leading professional services KAM consultants
Front cover of the Beaton key account management best practice playbook

Download the KAM playbook

Discover key account management best practice.  Download the KAM playbook.

The first step to better key account management strategies

Beaton’s key account management consultants take a strategic, data-informed approach to account management that drives sales while deepening client relationships and increasing loyalty.

One of the most common questions we are asked by firms we work with is “How do I start or reboot my key account management (KAM) program?” Beaton’s key account management consultants help firms to assess, build and optimise their key account management strategies.

We provide market and data-driven insights, financial analysis, and feedback to build a compelling case to your executive team, and get firm-wide alignment around client success. We then help build client relationships into lasting business success with expert KAM consulting services.

KAM consulting services that help you win more work

Our key account management consultants offer professional services firms the strategic edge needed to drive sustainable growth. With deep expertise developed over decades inside professional services firms, our consultants understand the unique dynamics of partner-led environments, client relationships, and long sales cycles. They bring this insight together with data-driven analysis to help firms implement or elevate their key account management (KAM) programs.

Firms that embrace structured KAM programs typically see significant gains in revenue, improved client retention, and reduced reliance on costly pitching. Our consultants support every stage of the journey, from identifying and prioritising key clients through financial analysis and segmentation, to embedding consistent, relationship-focused business development practices. The result is more work from your most valuable clients with less friction and greater long-term impact.

  • Boost revenue
  • Reduce costs and drive operational efficiences
  • Strengthen client loyalty
  • Target high-value customers
  • Generate new and repeat business

Grow your most valuable clients with expert led key account management guidance

Building your executive rationale

Establish a compelling case for your executive team to prioritise a key account management (KAM) program. Utilise the Beaton Change Management Model to pinpoint and activate the key drivers of change to ensure the organisation is aligned for success.
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Establishing key account management process

Undertake a business diagnostic to fully understand any key account management processes currently in place in your firm and identify gaps or missed opportunities. We pair these insights with market data, financial analysis and research into client preferences to help deliver next step recommendations to your executive team. A Beaton partner will consult with you through the process and deliver recommendations at every stage.
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Planning B2B account management

Create a strategic action plan tailored for a specific client or a buyer group. This module covers comprehensive pre-planning steps, including in-depth client, financial, and competitor analyses enhanced by Beaton’s client interviews and data-driven insights. The planning session produces key deliverables, such as clearly defined objectives, a compelling value proposition for the client, and a detailed roadmap of client relationship management tactics, with timelines and measurable success indicators
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Successful ongoing client relationship management

Tailored for professionals stepping into KAM roles, this process focuses on building client relationships and sustaining them successfully. Master essential skills, learn to manage client expectations, analyse the client’s competitive environment, foster strong and lasting connections and effectively represent client needs within the firm. We help ensure you are establishing clear metrics to track and measure success.
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Transform your key account strategy

Get in touch to discuss how we can help you with developing a key account management program for your professional services firm.

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FAQs

Launchpad is Beaton’s structured program designed for firms to “launch” or “relaunch” their B2B key account management (KAM) program and establish a compelling executive case for prioritising KAM.

We work with you to undertake a business diagnostic to fully understand the key account management processes currently in place in your firm, and identify gaps or missed opportunities. We pair these insights with market data, financial analysis and research into client preferences to help deliver next step recommendations to your executive team. A Beaton partner – all of whom have a wealth of experience setting up and managing KAM programs – will consult with you through the process and deliver recommendations at every stage.

A Beaton key account management (KAM) plan is a comprehensive strategy for managing and growing relationships with high-value clients. The plan helps firms identify high-value customers and implement tailored strategies to strengthen these relationships. It includes a detailed client account analysis, defining objectives, a tailored value proposition, and key actions to ensure successful outcomes. 

Additionally, it outlines internal team roles, communication strategies, and success measures for tracking progress. B2B account management and customer relationship management tactics are integrated throughout the process to ensure effective management of high-value clients.

Launchpad is a great place to start for any firm that wishes to streamline client account management, improve cross-selling and boost revenue while building more efficient processes into their organsation. This may include firms at the start of their KAM journey, who have never put in place an official program, as well as firms who have existing programs that are not realising full potential. 

Many firms that come to us for KAM assistance are in a growth phase where client accounts have been added quickly without a formalised process for ongoing management. Launchpad is very helpful in this situation to set up a plan that can be used as growth continues.

Launchpad is designed for professional services industries that prioritise B2B account management. This includes accounting and management consulting, legal, finance, technology, consulting engineering, IP and other industries.  These industries benefit from Launchpad’s structured approach to enhancing key account management (KAM) programs, helping firms identify and target high-value customers while optimising client relationships through tailored tactics and strategic guidance.

Key account management (KAM) is a strategic approach to customer relationship management focused on nurturing long-term, high-value client relationships. It involves understanding the unique needs and objectives of key clients, providing tailored solutions, and delivering exceptional service to ensure their ongoing satisfaction and loyalty. KAM aims to deepen the partnership between the firm and its most important clients, driving growth in revenue, improving client satisfaction, and fostering trust through effective communication and collaboration.

The Launchpad program is designed to be a structured yet efficient process, with varying timelines dependent on the firm and its needs. Typically we allow approximately eight weeks. This allows firms to conduct a thorough diagnostic of their current client management approach, identify any gaps and opportunities, and develop a plan for next steps without disrupting ongoing operations. 

The business diagnostic is a comprehensive self-assessment tool consisting of 72 carefully designed questions that evaluate a firm’s current Key Account Management (KAM) capabilities and processes.

The diagnostic is structured around the fundamental pillars of a successful KAM program, including Leadership and Governance, Account Planning, Client Relationship Management, and Performance Measurement. The assessment provides firms with a clear and objective understanding of their strengths and areas for improvement. 

Many firms that come to us for KAM assistance are in a growth phase where client accounts have been added quickly without a formalised process for ongoing management. Or they may have started a KAM initiative which has stalled. Launchpad is very helpful in this situation to get the executive buy-in you need to set up a “reset” that’s a foundation for sustainable and continuing growth.

 

We undertake a business diagnostic to fully understand the client management processes currently in place in your firm and identify gaps or missed opportunities. We then utilise the Beaton Change Management Model to pinpoint and activate the key drivers of change to ensure the organisation is aligned for success We pair these insights with market data, financial analysis and research into client preferences to help deliver next step recommendations to your Executive team. A Beaton partner – all of whom have a wealth of experience setting up and managing KAM programs -will consult with you through the process and deliver recommendations at every stage.

Still have questions? Please contact us and one of our team will be in touch to help.