This publication is also available in digital format.

Written with the busy utility professional in mind, the Key Accounts Field Manual-A Guide for Public Power Professionals will give you the skills you need to build valuable relationships with the largest stakeholders in your community. With its easy-to-use format, the manual provides quick, actionable tips on these topics:

Gaining Buy-in

·         Why is a key accounts program right for my community?

·         What does a successful program look like?

·         How do I get the right people on board and start the process?

·         What if my utility had a key accounts program and it was going nowhere?          

Establishing Your Program

·         Lay the foundation

·         Define success

·         The four phases of program development                                                                     

 Implementing and Maintaining

·         The power of the first impression with the three-tiered kickoff                             

·         The onsite meeting                                                                                                       

·         The power of the follow up                                                                               

·         The annual key accounts meeting                                                                                  

·         Selecting programs and services to offer                                                          

The Key Accounts Field Manual-A Guide for Public Power Professionals features sample communication pieces, checklists, and program options, which you will receive via e-mail so that you can customize them for your needs.