9.1 Conclusion

In case the KAM concept finds acceptance with the senior management of MTPRO an appropriate implementation model has to be established. The fullscale model would be to implement it in all listed European and possibly Asian countries, plus the Americas. It would approximately take six months to communicate this concept to all market organisations and to get a commitment from them. The market organisations would need at least another six months to determine their own potential, targets, key account management team and to get the country-specific KAM concept started. Therefore a realistic timeframe to have it implemented is at the beginning of the year 2012. An option would be to implement a pilot KAM project in one or two countries. The selected countries would be those which are considered to offer a high probability to a successful implementation as well as the opportunity for a relative quick introduction. For this single or two countries the implementation could probably start at the beginning of 2011. If the pilot implementation in the first six to eight months in 2011 runs according to expectations the necessary measures for a global roll-out of the KAM concept could be set in motion.