Chose your playground : play at home

To begin a relationship as a partner with the key-account and not «just another» supplier (an image from which it is hard to break free),once again it is better to be very selective about your first proposals, even if that means relinquishing some business with apparently high sales (but not so high margins...). It is somewhat like the poker player:often it is better to wait for a stronger hand.
If the team is to develop lasting added-value business, the KAM should definitely not rush in to win the first operation proposed by the client. It is often such first deals at buyers propose (fairly easily) invitingtenders on an operation «of convenience» in which the price warwill be the key to success. The reverse auction is symbolic of this: the nice salesperson needs to «be thrown a bone» to chew on: Here, take this: Thursday 10 a.m. on the Web! Unless your company's business model and strategy are based on conquest by prices, you had better pass. Sorry, on Thursday I have a day off!
Choosing your playing field means opting to invest business time in operations that enable your company to build an image and rightpricing for key accounts (it is better to start at the high end when you begin a relationship with a key account because afterwards thebuyers will challenge you relentlessly on that point).