KAM Account Qualification Checklist

1. Growth Qualification

Start here. All four qualification requirements should be satisfied to proceed as a true KAM account.

Required rule: If any required answer below is not met, this account is likely not a KAM account.

Annual Unit Potential must be 500+ across all vendors

Pending

Annual Unit Potential Category

If 500+, Estimated Units

Leadership desire to grow

Pending

Yes No

Willingness to partner on change across operations, pricing, or workflow

Pending

Yes No

Ability to execute change with authority and leadership alignment

Pending

Yes No

2. Snapshot of Current Business

Document current share of wallet, competitive mix, and commercial constraints.

Current Phonak Share of Wallet (%)

Competitor Vendor 1

Vendor 1 Share (%)

Competitor Vendor 2

Vendor 2 Share (%)

Buying Group

If Yes, Which Buying Group

Inner Circle Participation

If Yes, Level

Contractual Obligations / Loans with Vendors

Additional loan or buying group details:

3. Growth Opportunity & Mindset

Understand what the practice wants, what it feels is missing, and whether outside guidance is already influencing the business.

Primary Goals

Revenue Growth Profitability Improvement Practice Optimization (workflow, staffing, scheduling)

Revenue Growth Target ($)

Biggest Gap Today (in their words)

Currently Working with Consultant?

If Yes, Who

What are they getting from it?

What are they not getting but want?

4. Practice Infrastructure

Size the account and understand the provider base that can influence dispensing and growth capacity.

Practice Type

If Other, Specify

Number of Locations

ENTs

NPs / PAs

AuDs

HIS

Support Staff

Number of Providers Dispensing

Other Services Offered

5. Operational Readiness

These are critical signals for whether KAM support can create measurable impact.

CRM in Use

If Yes, Which CRM

KPIs Tracked

If Yes, Which KPIs

Private Pay Mix (%)

Third Party Mix (%)

In-Network with Insurance Plans

6. Decision Making & Access

Assess whether you have the right access and whether ENT and audiology leadership are aligned enough to move change forward.

Primary Decision Maker(s)

Level of Access to Leadership

Alignment Across Leadership (ENT + Audiology)

7. KAM Fit Summary

Complete this section as the AM or KAM to capture the account story and recommendation.

Why this account should be a KAM account

Top 2 to 3 Growth Levers Identified

Estimated Growth Opportunity (units / year)

Quick Decision Guide

The guide below reflects your required qualification answers and leadership-readiness signals.

Required Criteria Met

0 / 4

All four are required for a true KAM fit.

Phonak Share

Current share of wallet entered for Phonak.

Dispensing Providers

Providers currently dispensing within the account.

Growth Opportunity

Estimated units per year of upside.

Your KAM fit summary will appear here as you type.

Reference Criteria

Use this as a common internal interpretation standard.

Green Light: 500+ units, strong growth mindset, and operational flexibility.

Yellow Light: Meets volume but lacks alignment or ability to execute change.

Red Light: No clear desire to grow or inability to implement change.