5.1.1 Two stage selection process

From several discussions with the Business Area Managers it is assumed that the number of [A] accounts ranges between 50 to 100 in the bigger countries. For instance, CIS counts 60 [A] accounts (see share of wallet portfolio, figure 8). It is recommended to apply a two stage selection process to select the 15 key accounts. This two stage selection process looks as follows;

Stage 1:

Conduct a pre-selection to reduce the number to 30 - 40 potential key accounts. The two criteria to pre-select the [A] accounts are;

• Market segment prioritisation: The core segments come first. Companies from other segments are screened out. If, afterwards, still more than 30 – 40 are in place the three core segments are prioritised in the order of 1) CPI, 2) SI/SF, 3) Pharma.
• Geographical location: This is particularly important with countries like Russia/CIS where we have potential single key accounts in remote areas like Far East Siberia. If there are no strong arguments to keep them for the next selection process they are screened out.

Stage 2:

The pre-selected accounts are now analysed and rated according to a scoring model, which is described in full detail in the next sub-chapter.