All case studies

Industrial & B2B Manufacturing

Building strategic account management capability in B2B manufacturing

+27%growth in revenue from named strategic accounts
01

The problem we were asked to solve

  • The largest customers were managed reactively through order-taking rather than through planned account strategy.
  • Account teams had no shared method for mapping decision makers, value drivers, or competitive exposure.
  • Growth conversations happened only at renewal, usually on price.
02

Our approach

  • Introduced a single strategic account planning method covering stakeholder mapping, value articulation, and whitespace identification.
  • Ran working sessions where teams built live plans for their own accounts rather than practising on case studies.
  • Coached account leaders through their first executive-level value conversations with real customers.
  • Embedded a quarterly account review rhythm owned by commercial leadership.
03

The outcome, in numbers

  • 27% growth in revenue from the named strategic accounts over four quarters.
  • Discounting on renewals reduced as conversations shifted from price to value.
  • Every strategic account now carries a living plan reviewed each quarter.

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