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Major Account Partnering (MAP)
HORN's Major Account Partnering (MAP) system calls on creative and strategic
thinking skills, and results in synergistic
partnerships between suppliers and their key
clients.
 Click
here to see a top-line
view of the entire MAP process.(File
size 52KB. Requires Acrobat® Reader 4.0, a free download from Adobe.)
The MAP process relies on several Guiding
Principles such as the Value
Pyramid, which characterizes the
nature of client relationships based
on the value sought by customers. Account
Managers leverage the dynamics of this
model to strengthen client partnerships.
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Sequentially, MAP users
start with several Global Considerations and analyses, to generate
valuable foundational information.
Armed with this information,
they adopt one of two approaches, depending on the type of industry and
stage of the account life-cycle: the Opportunity Management Approach
or the Pipeline Management Approach. Each approach involves:
- Significant analysis
- The development of strategic account
plans
- The development of financial business
cases to support value propositions
- Careful management of the Decision
Influence Group (DIG) within the account
- Strategic implementation and comprehensive
review
- The MAP process is presented over
two days of comprehensive training.
Participants walk away with strategic
plans that can be implemented immediately.
A digital version of the
MAP process is currently in development.
Pricing for the Major Account Partnering
program is available on request, based
on the size and needs of your sales
force.
Click
here
to download a .PDF file of this outline. (File
size 54KB. Requires Acrobat® Reader 4.0,
a free download from Adobe.)
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