How do I pass my janitorial supply company’s key accounts to my manager?
Introduce your manager to each key account in person, ideally on a visit, and say plainly that this person now speaks for you. Give them written notes on pricing, credit terms and quirks, then hand over decisions in stages. Stay reachable at first so customers do not feel they have lost you.
Key accounts follow people, so your manager needs to earn their trust before you step back. Rank the accounts by importance and start with the ones that are most relaxed. Visit together, let your manager lead part of the conversation, and tell the customer in your own words that you stand behind them.
Write up each account. Include what they buy, how pricing was agreed, their payment habits and any open balances. Accounts receivable is worth special attention, since your manager will need to know whom to chase and whom to leave alone. Keep a handover list of customer birthdays, buying seasons and open issues, even if it seems small. A good manager will value the head start, and your customers will notice that the change was planned rather than rushed.
Decide what authority moves and when. Discounts, credit extensions and rush deliveries are different decisions, and you may want to move them one at a time. Plan the cash side too. Your manager should see how payables and projections are handled so that nothing surprises them in the first season. Your lawyer can advise on any agreement that keeps your manager with the company, and your accountant can help structure compensation tied to retaining the accounts.
Key takeaways
- Visit each key account together and state who now speaks for you.
- Write up pricing, credit terms, quirks and open balances for every account.
- Transfer discount and credit authority in stages, not all at once.
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Sources
This answer is checked against primary sources. Links were last confirmed on the dates shown.
- 01Business Development Bank of CanadaGovernmentWhat is succession planning?
- 02Business Development Bank of CanadaGovernmentAdvice for succession planning - Articles and tools
- 03Canadian Federation of Independent BusinessResearch dataSuccession Tsunami: Preparing for a decade of small business transitions
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