GNU - STRATEGIC ACCOUNT MANAGEMENT

STRATEGIC ACCOUNT MANAGEMENT

Learning Outcomes:

  • What is Strategic Account Management?
  • Importance of long-term, sustained relationships
  • Establishing the strategic account portfolio
  • Strategic vs key vs non-key accounts
  • Building client relationships
  • Using trust and capability as levers
  • Formulating account-specific plans
  • Understanding account profitability and revenues
  • Creating the organisational structure
  • Managing the strategic account portfolio
  • Evaluating account performance.

Example case:

Global Customer Management Programs: How to make them really work?

Faculty