We're excited to announce the appointment of our CFO, Danijela Milicevic, as the Head of Key Account Management (KAM). This new role is designed to optimize communication, enhance project completion efficiency, and ensure top-notch quality.
It allows us to deliver projects faster and more smoothly, benefiting both our company and clients. With the Head of KAM overseeing the process from start to finish, our projects will be meticulously organized, well-planned, and thoroughly documented. This ensures a seamless experience for our clients and developers alike, ensuring efficient software development.
At Enlight, we pride ourselves on our long-term client relationships, boasting an impressive client retention rate of over 90%. This achievement hasn't come easily, especially during times of pandemic and global recession. However, by prioritizing our clients' needs and implementing clear procedures, we have maintained this high satisfaction score. The Key Account Manager plays a pivotal role in this process, facilitating effective communication between our developers and clients.
But how do we determine which clients are "key clients"?
At Enlight, every client is important as soon as we dedicate a dedicated team to their project. Hence, every client receives their own Key Account Manager, ensuring streamlined cooperation. Key Account Managers are involved from the project's inception, actively participating in client selection, goal-setting, and exploring opportunities for additional collaboration. They serve as the primary point of proactive and continuous communication between our company and the client. By understanding the client's needs, we foster long-term and strategic partnerships.
This role is responsible for creating a comprehensive strategy and setting new standards for client care. The Head of KAM not only understands the clients' businesses but also develops a deep understanding of their specific needs beyond the current project.
This knowledge enables us to provide tailored services and optimal solutions. The greatest value lies in the continuous improvement of custom-made processes, enabling our developers to grasp vital information and dive into projects with remarkable speed.
As a Head of KAM, Danijela will have both leadership and supervising roles. She will have strategic tasks, working closely with all departments - Sales, HR, Finance, and teams of developers.
“This coordination and cooperation with different sectors in our company has always existed, but we created processes to make it better and smoother. Having a dedicated role like this in any company helps clients to feel safer and reassured and makes it easier for them to delegate their important tasks to somebody who is not under their roof”
Danijela’s experience in negotiating with clients is precious for this role, since she is very familiar with the history of Enlight’s cooperation with clients and their companies. She is aware of various problems that can arise due to imprecise requirements, wrong assessments, or delays, and knows how to predict and mitigate them.
At Enlight, we distinguish ourselves by incorporating elements of Project Management into our Key Account Management approach. As a software development company, we understand the importance of project initiation, organizing crucial meetings, and summarizing databases for contract definitions. These practices contribute to faster project readiness and improved transparency — all leading to improved efficiency during software development.
We know it is important for our clients to understand how we spend time and other resources. My previous work in Finances and Administration at Enlight gave me a lot of insight into it, and that adds up as very valuable experience for this role. As a KAM team, we understand more how we can help our clients estimate some of the risks and can suggest how to can handle those together.
The Head of KAM role at Enlight represents a natural extension of our Efficient Team Culture, which fosters strong client relationships. We continually renew contracts, expand teams, and explore new areas of cooperation while allowing our developers to focus on what they do best: software development and engineering solutions.
Experience efficient software development with Enlight's Head of Key Account Management leading the way. Contact us today to discuss your project requirements and witness the difference firsthand.