Strategic Account Management

The team at Merchant Banker identify and establish growth decisions, whether it is making business changes, debt and equity, merger and acquisition, new clients and partner relationships, and other turnaround achievements necessary for organizational excellence.

Merchant Banker creates a Profile: A profile of your customer, client, or partner will share a brief overview of who that person is and it will serve as the foundation of your work. The customer profile should be referred to whenever you need a refresher about the personal or business details about this individual.

Merchant Banker develops Trust: Because trust is the foundation of all relationships, both personal and business, your second step will be to show your client or customer that you are serious about helping them fulfill their needs and desires. Throughout this step, your main goal will be to develop an effective working relationship with the customer and identify areas that may need strengthening.

Merchant Banker identifies Targets: Once you develop who the customer or client is, you can start working towards figuring out their wants and needs. These needs will be the items or ideals that drive you and the client forward through the next steps of your account plan.

We find the Opportunity: Everyone brings their own value to the table, and now you and your client have gotten a clear understanding of who you are and what you are intending to accomplish, you can determine what opportunities are available to you. Analyze what the competition is doing and what distinguishes you and the skills you bring from what is already out there.

Creating a Strategy: The next phase of your strategic account management plan should be to lay out an angle of attack based on the information outlined in your portfolio. In some cases, you may be able to create multiple pathways for the second phase of your account.

We determine the Value: Understand what value can be provided by the client. When you understand what customers can hope to get out of a purchase, you can better understand how to push that idea forward.

We create Objectives: It isn’t enough to say you want to “sell a product” or “get things done.” Instead, you need to set out clear long and short-term objectives that can be reached and measured. Outline a few growth objectives beforehand as part of your account plan and you’ll have an easier time developing your strategy in the next step.

We take Action: Using all the information you gathered to develop an action plan for accomplishing your goals and objectives. Look at the value you hope to provide, the opportunity you have created, and consider what customer needs will need to be addressed. All these pieces of info should influence the decisions you make.

Growing: The final phase puts all the information into motion and continues to measure what has been developed. Throughout this phase, you and your customer should continue to implement the strategies and ideas created in the first two phases. Once a change needs to be made, you can return to Phase 1 and readdress the ideas and issues.

We commit: Recognize that this relationship is important and that it will consistently need to be maintained. Both you and the client should commit to moving forward.

We follow New Leads: Once you have prepared yourself to continue forward, look for new leads that may allow you to grow. These opportunities are what pushes your business to the next level.

We always Reassess: Very rarely will a strategic account management plan work without needing to be readdressed or restarting the process earlier than you thought. Always be ready to begin again when the time is right.

We will also work to define one of the primary issues facing the business for sale transaction which is the valuation gap. The valuation gap is the difference between the owners (Seller) perceived value and the actual market value (Buyer) and how we reconcile to complete a transaction.

Merchantbanker.ca continues to handle complex issues, interpreting results, finding solutions, reporting key findings, and making recommendations.

Merchantbanker.ca  handles market analysis, target identification, deal negotiation, due diligence, working with the lawyers and accountants and pre and post closing integration.