When you are running a large account, it is very important that you establish key performance indicators, or KPIs, as they are commonly known.
KPIs are a straightforward way of establishing an agreement on what your client needs and what you are committing to do for that client during the course of a year or a mutually agreed-on period of time. Make no mistake, establishing KPIs for a large client is not easy. Often you will have many contacts inside a client company, each of whom requires your time and attention. Inventory everyone who will judge your performance and find out what they need from you. More important, find out what you must do for them to feel that you’ve serviced them successfully. ...
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