If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors and you can't figure out why, then key account planning can have a tremendous impact on your success.  

In part two of this three part series on Key Account Planning Joe and Mike interview Phil Bush, Principal with InfoMentis, Inc. on the importance of planning and how to go about creating an effective plan.