International business development & key accounts

1. Brief service summary

Organise development and monitoring of international accounts by connecting customer needs, offerings and team contributions. The engagement prepares account plans and decisions suited to relationships involving several countries or contacts.

2. Your needs

An international customer or prospect involves several entities, functions or territories. Exchanges are numerous, but responsibilities, opportunities and commitments are not always consolidated.

You wish to prepare a coordinated approach that considers the account’s organisation and your ability to respond consistently.

3. Objectives of the engagement

The engagement aims to understand the account structure, qualify opportunities and organise internal contributions. It helps distinguish expressed needs, commercial assumptions and commitments already established.

The objective is relationship development with clear priorities and responsibilities, without confusing the account’s interest with a secured contract prospect.

4. Indicative scope

The work may address professional contacts, known purchasing processes, the opportunity portfolio and service interfaces. Account plans connect commercial objectives with delivery conditions.

Information used must be authorised and proportionate. Country adaptations, specific clauses and compliance questions are identified for further examination without being considered resolved through commercial preparation alone.

5. Possible delivery arrangements

Interviews, account workshops and opportunity reviews help prepare actions. Participation in customer discussions may be considered only with a mandate, approved messages and clarification of the representation role.

6. Possible deliverables

Deliverables may include an international account plan, contact map, qualification framework and coordination and monitoring calendar.

7. Conditions and limitations

No access to a decision-maker, contract or revenue is guaranteed. Negotiation, signature and external data collection are not automatically included. Service 05.11 covers broader business development; 07.06 addresses market entry. Boundaries are set to avoid charging for equivalent work under several titles.