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