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.