Strategic Account Management Best Practices Checklist
It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. These are often the top achievers in the organization. They often need little guidance and development; however additional development, and exposure to […]
The Evolution of Strategic and Account Management With Comparisons, Conclusions and Implications
During the last 30 years there has been an ever increasing importance placed on the retention, acquisition and development of those accounts that mean so much (revenue, profits and strategic importance) to many organizations. The following represents a depiction of this evolution and the most notable break-through events that organizations need to consider when focusing on improving their strategic account management practices.
7 Attributes of an Effective Customer / Supplier Partnership
Every time I hear the word Partnership I want to throw something! The business community uses this word so freely that in many business situations it has lost all meaning and value. So here are some of the most important attributes that I have observed in a true Customer / Supplier Partnership: Ongoing collaboration with a willingness […]
Measuring Customer Experience Feedback
There are three questions I have been getting very frequently on the topic of customer B-B surveys: 1. Are people becoming surveyed out? Yes, when the survey is predominantly for the benefit of the supplier – it really needs to be an integral part of the Partnership process – also need to have high-wide-deep participation […]
Customer Experience Management – It’s Here!
My observation in the New Economy… The new economy has brought to light one of the most fundamental yet important business practices of all times – keep the Customers you have! Like many suppliers, Customers are also stressed. They need help to exceed business objectives. Customers are also very complex – each is different and […]