As a reminder: "Client Centricity" features prominently among the 6 strategic drivers supporting our BESIX Forward strategy.
It is for this driver that the 'Strategic Account Management' (SAM) project has been initiated. Its objective? To identify our clients, prospects, and other business partners* with whom we maintain privileged relationships at Group level and which generate significant revenues, and then to detect their needs and help them achieve their intended results by providing them with real added value.
To ensure that management of our strategic clients is as complete and inclusive as possible, the project has from the outset opted for a collaborative approach between Group entities. This sharing of information consolidates the knowledge of each Account team member from the different entities of our clients’ accounts.
Concretely, the SAM project operates on two levels:
1) Strategic Accounts
- 28 strategic accounts were identified at Group level in June 2018;
- In autumn 2018 and early 2019, the different business development teams identified the strategies and needs of these Clients;
- Between now and summer 2019, we are approaching and consulting with these Clients in order to refine our action plans and strengthen our long-term partnerships with them.
2) Key Accounts
- Approximately 200 key accounts were identified by the Group's Regional Entities in early 2019;
- A similar exercise to the Strategic Account will be launched at the end of April – that is, an analysis of each Client's strategy and the identification of their needs by the Business Development teams (Account teams).
The Accounts will then be managed in a long-term perspective. In this way the account teams will be able to refine their commercial approach from year to year and distinguish themselves from the competition.
Initially, the project was initiated and managed by Mathieu Ryckewaert, Senior Manager – Public & Corporate Affairs BESIX, and Olivier Crasson, General Manager Six Construct. We thank them for launching this project.
In order to pursue the 'Strategic Accounts' initiatives and the launch of the 'Key Accounts', Mathieu and Olivier now pass the torch to Carlo Schreurs, Group Chief Development Officer.
Carlo takes over overall management of the project as of 1 May 2019 as the logical extension of his current strategic development functions for the Group. He will report to Rik Vandenberghe, CEO of BESIX Group. We wish him every success in developing and expanding this strategic project that will enable BESIX Group to become the preferred partner of its clients.
Carlo will be supported by the Coordination Team, providing support across the Group, and consisting of Anaïs Glibert (100%), Muriel Sacré (50%) and Anastasia Koka (25%), as well as an Advisory Committee composed of Florence Bribosia, Mathieu Ryckewaert, Benoit Vadani and Olivier Vanderkerken.
*General or specialized contractors, investors, consultants, subcontractors, financial institutions, government institutions, others.