Power Supply Enterprise Customer Management

Since the 1980s, the electric power industry reform has become worldwide ultimately. Especially in recent years, the domestic electric power industry reform is carried out unceasingly. The goal is to break the monopoly status gradually, and to introduce competition system, finally to establish a unified, open and fair electric power market.On the one hand, the domestic electric power industry reform request power supply enterprises to focus on market consciousness, enterprise benefit, customer resources and key accounts. On the other hand, as a result of long-term of situation without a clear line between the function of government and enterprise, monopoly management, the domestic power supply enterprise pay insufficient attention to customer resources, especially in the field of key account management, the domestic power supply enterprises are still at their early stage, without mature management.This article firstly gives simple introduction of the overall situation of State Grid Cooperation of China. Then the key account and key account management are analyzed, including the type and characteristic.Although the power supply enterprise is engaged in the public utilities and has very strong social function, as an enterprise, it still needs to consider the benefit. Therefore, the external environment and internal condition of domestic power supply enterprise are introduced. According to the economic 80/20 law to confirm the power supply enterprise's customer value, the necessity of the domestic power supply enterprise to take and to add the key account management is presented.Then the status of domestic power supply enterprise key account management and existing problems are analyzed. Based on economy management theory, especially the key account management theory and the successful key account management experience of other domestic industries and foreign power supply enterprises; the whole solution of domestic power supply enterprise key account management is discussed.The solutions firstly present the way to distinguish and to choose the key account. Then from the aspects of organizational construct, human resources support, and Business Process Rebuild, as well as the status of present domestic power supply enterprise; some concrete service strategies are introduced to improve key account management. Finally the necessity and method of domestic power supply enterprise to establish a set of perfect and effective key account management information system are...