Research On Key Account Management Of Zhejiang Haibo Company

Human resources service industry is a tertiary industry with rapid development momentum in recent years.In 2019,there are five items related to human resources service industry in the guiding catalogue of Industrial structure Adjustment by the National Development and Reform Commission.All of which are encouraging policies.The prospect of the industry is deeply integrated into informationize and networking.Haibo Company is a private enterprise,which provides comprehensive human resources services.At present,the main business is mainly information audit and customer service posts,and the downstream industries are concentrated at the low end of the industrial chain.The survival pressure in the future is enormous with the advent of the intelligent information age.The essence of market economy is competition,and the essence of competition is absolute possession of resources.Therefore,from the perspective of customers,how to concentrate limited resources to serve big customers and improve their satisfaction and loyalty is the key consideration of enterprises.Many companies have raised the management of large customers to the level of enterprise strategy.Based on the full application of key account management theory and customer relationship theory,this paper analyzes the big customer relationship management of Haibo Company in an all-round way along with the research idea of "putting forward problems-analyzing problems-solving problems".Firstly,the current situation of the company's major customer management is analyzed.Secondly,based on the analysis of the current situation,the paper points out that there are some problems in Haibo company's key account management,such as the traditional service concept has not been reversed,the mining of the major customer value is not enough,the company's business development potential is insufficient,and analyzes the causes of the existing problems.Thirdly,the PEST,five-force model and SWOT analysis method are used to study the company's operation environment.For the existing problems,the paper puts forward some countermeasures and suggestions to improve the key customer management level of Haibo company from the aspects of regular customer evaluation mechanism,key customer satisfaction improvement mechanism,strengthen the information management,peredecting the maintenance scheme of the major customers,and so on.We hopes that the research and analysis of this paper can describes the major customer management of Haibo Company comprehensively and systematically and provide feasible reference and help for the company to improve customer satisfaction and loyalty,enhance market share and core competitiveness,and have certain reference significance for the development of enterprises in the same industry.