Best Practices
Webinar Replay – Metric-based Account Segmentation

At the foundation of successful strategic account management organizations is a solid, predictive, metric based account segmentation model that determines exactly who is and who is not a strategic account. The best organizations run their account base through this type of segmentation model on an annual basis to re-determine their list of strategic accounts (things […]

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Webinar Replay – Best Practices that must be Included in Your SAM Operating Plan

This is the replay of our August 27th webinar entitled, Best Practices that must be Included in Your Strategic Account Management (SAM) Operating Plan. On this webinar, Dennis Chapman, Sr. will discuss the practices that world-class SAM organizations are integrating into their SAM operating plan and implementing throughout their SAM organization to ensure they continue […]

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Webinar Replay – Business Outcome Planning Strategies and Best Practices

Join The Chapman Group’s President and CEO, Dennis Chapman Sr., for a discussion on best practices and strategies related to business outcome planning. Business outcome planning is a relationship engagement process established for a customer and supplier to engage more intimately and focus on co-creating solutions to current / future challenges and opportunities. Topics to […]

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Webinar Replay – The Best of Both Worlds-How Relationship and Transactional Feedback Work Together to Drive Revenue and Business Improvement

Organizations no longer have to make decisions about which type of feedback, transactional or relationship, will work best for their business, as they are both equally important.

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Optimizing the Impact on Customer Relationships in Strategic Account Management

Best practices for strategic account managers within supplier organizations on how to optimize their impact and achieve a higher degree of relevancy to their strategic customers.

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Improve Underperforming Strategic Accounts Webinar

To say that businesses depend on the success of their most strategic accounts would be a hyperbolic understatement. Typically these customers represent less than 20% of an organization’s total customer population and generally account for over 80% of the total revenues. So what do organizations do when the performance of these top accounts goes stagnant […]

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