As the procurement of services becomes increasingly centralized, winning business means all or nothing. Building close relationships with your top customers is the secret to growing profitability in these challenging times. In this Mercuri International white paper you get insights into what successful Strategic Account Management is and how it leads to a measurable impact on business results.
Dave Cusdin, technology sector expert at Mercuri International, talks about the most important aspects of successful Key Account Management
"Important aspects of Key Account Management" video with Dave Cusdin http://vimeo.com/35009317
Dave Cusdin, technology sector expert at Mercuri International, explains The Bowtie approach to Key Account Management, and what the optimal interaction points between a supplier and a customer look like
"The Bowtie approach to Key Account Management" video with Dave Cusdin http://vimeo.com/35009553
Article by Velocity Reprint (Strategic Account Management Association - SAMA) on re-engineering strategic account planning at Hewlett Packard: Five lessons from the front line
Focus: Account Manager - a supplement to Velocity - the magazine of the Strategic Account Management Association (SAMA)
This article details the 10 step approach to Key Account Management at Philips.
“I can’t help it, it’s not my fault! They should do something about it!” We have all heard this and we may even have said it as some sort of justification for non performance. In this article we examine the excuses and reasons!