{"id":17784,"date":"2024-11-19T11:52:02","date_gmt":"2024-11-19T16:52:02","guid":{"rendered":"https:\/\/www.hoosierenergy.com\/?p=17784"},"modified":"2024-11-22T15:13:38","modified_gmt":"2024-11-22T20:13:38","slug":"clark-county-remc-strengthens-connections-with-key-accounts","status":"publish","type":"post","link":"https:\/\/www.hoosierenergy.com\/pt\/news-resources\/clark-county-remc-strengthens-connections-with-key-accounts\/","title":{"rendered":"Clark County REMC fortalece conex\u00f5es com contas-chave"},"content":{"rendered":"<p>H\u00e1 quase um ano e meio, os funcion\u00e1rios da cooperativa membro da Hoosier Energy come\u00e7aram a fazer cursos para Certified Key Account Executive (CKAE).<\/p>\n<p>&nbsp;<\/p>\n<p>\u00c0 medida que o n\u00famero de funcion\u00e1rios cooperativos certificados come\u00e7ou a crescer \u2014 agora totalizando 21 em 13 dos 18 membros da Hoosier Energy \u2014 a quest\u00e3o mais assustadora para muitos era como come\u00e7ar.<\/p>\n<p>&nbsp;<\/p>\n<p>Para Jessica Kaufer e Derek Coombs, do Clark County REMC, a resposta acabou sendo muito simples: donuts.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cEnviamos um plano de engajamento e um plano de neg\u00f3cios que foram aprovados, ent\u00e3o fomos certificados\u201d, Kaufer lembrou. \u201cEnt\u00e3o me lembro de um dia distinto em janeiro passado, quando Derek e eu pensamos, &#039;Precisamos fazer alguma coisa&#039;, mas n\u00e3o sab\u00edamos por onde come\u00e7ar.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>Ent\u00e3o eles estabeleceram uma meta para o pr\u00f3ximo m\u00eas: levar donuts para pelo menos tr\u00eas lugares e almo\u00e7ar com pelo menos uma pessoa importante.<\/p>\n<p>&nbsp;<\/p>\n<p>Havia um pouco mais nisso \u2013 eles criaram um pacote de informa\u00e7\u00f5es que inclu\u00eda seus cart\u00f5es de visita, n\u00fameros de celular e detalhes sobre descontos em ilumina\u00e7\u00e3o. Tudo isso foi projetado para ajudar a manter a conversa rolando, mas nada funcionou melhor do que donuts.<\/p>\n<p>&nbsp;<\/p>\n<p>N\u00e3o eram donuts comuns, veja bem. Eram donuts gourmet de uma variedade de neg\u00f3cios locais.<\/p>\n<p>&nbsp;<\/p>\n<p>Com adesivos do Clark County REMC na caixa, os sortudos contadores de chaves ficaram maravilhados com suas del\u00edcias de caf\u00e9 da manh\u00e3.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cOs donuts foram um grande sucesso\u201d, disse Kaufer. \u201cEles ficam tipo, &#039;Quantos quilos de a\u00e7\u00facar eles colocam neles?&#039;\u201d<\/p>\n<p>&nbsp;<\/p>\n<div id=\"attachment_17786\" style=\"width: 412px\" class=\"wp-caption alignleft\"><img loading=\"lazy\" decoding=\"async\" aria-describedby=\"caption-attachment-17786\" class=\"wp-image-17786\" src=\"https:\/\/www.hoosierenergy.com\/wp-content\/uploads\/2024\/11\/Coombs_Kaufer-300x225.jpg\" alt=\"\" width=\"402\" height=\"301\" srcset=\"https:\/\/www.hoosierenergy.com\/wp-content\/uploads\/2024\/11\/Coombs_Kaufer-300x225.jpg 300w, https:\/\/www.hoosierenergy.com\/wp-content\/uploads\/2024\/11\/Coombs_Kaufer-16x12.jpg 16w, https:\/\/www.hoosierenergy.com\/wp-content\/uploads\/2024\/11\/Coombs_Kaufer.jpg 640w\" sizes=\"auto, (max-width: 402px) 100vw, 402px\" \/><p id=\"caption-attachment-17786\" class=\"wp-caption-text\">Jessica Kaufer e Derek Coombs, do Clark County REMC, seguram um cheque de desconto de ilumina\u00e7\u00e3o. A dupla Key Accounts descobriu que donuts s\u00e3o a melhor introdu\u00e7\u00e3o.<\/p><\/div>\n<p>Para uma empresa que foi comprada recentemente, os donuts abriram as portas para a pr\u00f3xima visita, que discutir\u00e1 cr\u00e9ditos de capital e muito mais.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cA comida ajuda a acalmar as pessoas e d\u00e1 a elas uma oportunidade de conhec\u00ea-lo\u201d, disse Kaufer. \u201cDescobrimos que donuts s\u00e3o uma maneira f\u00e1cil de entrar, e \u00e9 assim que conseguimos construir nossos relacionamentos.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>Os relacionamentos s\u00e3o a alma de qualquer neg\u00f3cio, e as cooperativas n\u00e3o s\u00e3o exce\u00e7\u00e3o.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cO foco est\u00e1 no lado do relacionamento, n\u00e3o no lado t\u00e9cnico\u201d, disse Blake Kleaving, gerente de solu\u00e7\u00f5es para membros da Hoosier Energy. \u201cAssim que voc\u00ea colocar o p\u00e9 na porta, as contas-chave dir\u00e3o o que precisam.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>Esse foi certamente o caso do Clark County REMC.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cEles est\u00e3o nos ligando agora que come\u00e7amos a construir esses relacionamentos\u201d, disse Kaufer. \u201cDefinitivamente h\u00e1 uma necessidade para n\u00f3s, mas eles precisavam saber quem \u00e9ramos.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>Essas chamadas geralmente podem ser resumidas em alguns itens recorrentes.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cEu diria que a maioria delas \u00e9 sobre descontos de ilumina\u00e7\u00e3o\u201d, disse Coombs. \u201cAlgumas delas s\u00e3o atualiza\u00e7\u00f5es de servi\u00e7o ou novas adi\u00e7\u00f5es de servi\u00e7o, ent\u00e3o tamb\u00e9m falamos sobre auditorias de energia e recursos de modifica\u00e7\u00e3o de carga (LMR). Essas s\u00e3o as quatro categorias principais.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>O trabalho est\u00e1 longe de estar conclu\u00eddo para Kaufer e Coombs. Cada um deles tem uma lista de 30 contas-chave e j\u00e1 atingiu quase 50% delas at\u00e9 agora.<\/p>\n<p>&nbsp;<\/p>\n<p>Uma planilha do Excel os ajuda a manter o controle desses contatos com notas sobre itens espec\u00edficos ou necessidades para falar em visitas futuras. Mas os relacionamentos ainda s\u00e3o a cola que mant\u00e9m tudo junto.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cEm uma empresa, o cara tem dois filhos e um joga futebol, ent\u00e3o lembramos disso para conversas de acompanhamento\u201d, disse Kaufer. \u201cOutro cara, seu filho jogou beisebol a vida toda, ent\u00e3o quando temos ingressos para o Louisville Bats no ver\u00e3o, sabemos que devemos oferec\u00ea-los a ele. Ou quando um cara da manuten\u00e7\u00e3o de uma empresa vem \u00e0 cidade, ele n\u00e3o tem muito o que fazer, mas gosta de beisebol, ent\u00e3o dissemos a ele para nos avisar quando estiver aqui e n\u00f3s conseguiremos ingressos para o Bats para ele.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>A dupla do Condado de Clark tamb\u00e9m encontra cada empresa com a qual se encontrou no LinkedIn e come\u00e7a a segui-las. Isso permitiu que eles descobrissem coisas que de outra forma n\u00e3o saberiam, como a venda de um neg\u00f3cio para novos propriet\u00e1rios ou expans\u00e3o de instala\u00e7\u00f5es.<\/p>\n<p>&nbsp;<\/p>\n<p>Eles tamb\u00e9m postam no LinkedIn, destacando a oportunidade de levar um cheque de desconto para uma escola ou empresa.<\/p>\n<p>&nbsp;<\/p>\n<p>Tem sido uma extens\u00e3o natural do aspecto de Reten\u00e7\u00e3o e Expans\u00e3o de Neg\u00f3cios da gest\u00e3o de contas-chave enfatizado em seu treinamento em conjunto com o desenvolvimento econ\u00f4mico.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cFazer postagens em m\u00eddias sociais mostra que eles s\u00e3o ativos com contas comerciais e industriais (C&amp;I)\u201d, disse Kleaving. \u201cMuitas vezes pensamos em uma cooperativa lidando com consumidores residenciais associados, mas empresas tamb\u00e9m s\u00e3o atendidas.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>Na verdade, estima-se que em todo o pa\u00eds pouco mais de 40% da receita de cooperativas el\u00e9tricas venha de contas C&amp;I, que podem variar de escolas a igrejas, hospitais, f\u00e1bricas, redes de varejo e fazendas.<\/p>\n<p>&nbsp;<\/p>\n<p>Para os gerentes de contas-chave, o desafio \u00e9 criar uma conex\u00e3o com todos esses lugares e ajud\u00e1-los a aproveitar ao m\u00e1ximo a participa\u00e7\u00e3o na comunidade cooperativa.<\/p>\n<p>&nbsp;<\/p>\n<p>No caso do Clark County REMC, a resposta veio em uma caixa.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cOs donuts eram uma coisa simples para nos fazer come\u00e7ar\u201d, disse Coombs.<\/p>\n<p>&nbsp;<\/p>\n<h4><strong>Executivos de contas-chave da cooperativa certificada Hoosier Energy<\/strong><\/h4>\n<p><em>John Gates, JCREMC<\/em><\/p>\n<p><em>Evan Marshall, Corpo de Bombeiros Militar do Condado de Orange<\/em><\/p>\n<p><em>Jordy Smith, REMC do centro-sul de Indiana<\/em><\/p>\n<p><em>Hayley Berg, Corpo de Bombeiros Remoto do Condado de Henry<\/em><\/p>\n<p><em>Chelsi Jackson, Corpo de Bombeiros Militar do Condado de Henry<\/em><\/p>\n<p><em>Britt Miller, Universidade de Wisconsin-Madison<\/em><\/p>\n<p><em>Johnathan Sutton, Universidade de Wisconsin-Madison<\/em><\/p>\n<p><em>Andrew Sommer, Energia do Sul de Indiana<\/em><\/p>\n<p><em>Derek Coombs, Corpo de Bombeiros Militar do Condado de Clark<\/em><\/p>\n<p><em>Jessica Kaufer, REMC do condado de Clark<\/em><\/p>\n<p><em>Nick Geswein, Harrison REMC<\/em><\/p>\n<p><em>Janet Labrie, RushShelby Energia<\/em><\/p>\n<p><em>David Toll, RushShelby Energia<\/em><\/p>\n<p><em>Melody Lynch, REMC do Vale das \u00c1guas Brancas<\/em><\/p>\n<p><em>Derrick Mullins, Corpo de Bombeiros Revolucion\u00e1rios do Vale Whitewater<\/em><\/p>\n<p><em>Erica Worland, Corpo de Bombeiros Militar do Condado de Daviess-Martin<\/em><\/p>\n<p><em>Colton Carden, REMC do Condado de Bartholomew<\/em><\/p>\n<p><em>Mike Murphy, REMC do Condado de Bartholomew<\/em><\/p>\n<p><em>Ian Kindler, REMC do sudeste de Indiana<\/em><\/p>\n<p><em>BJ Myers, REMC do sudeste de Indiana<\/em><\/p>\n<p><em>Bryan Miller, REMC do sudeste de Indiana<\/em><\/p>","protected":false},"excerpt":{"rendered":"H\u00e1 quase um ano e meio, os funcion\u00e1rios da cooperativa membro da Hoosier Energy come\u00e7aram a frequentar os cursos de Executivo de Contas Certificado (CKAE). \u00c0 medida que o n\u00famero de funcion\u00e1rios da cooperativa certificados come\u00e7ou a aumentar,"},"author":7,"featured_media":17809,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[18],"tags":[],"class_list":["post-17784","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-spotlight-stories","category-18","description-off"],"acf":false,"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>Clark County REMC strengthens connections with Key Accounts - Hoosier 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