The Seven Keys to Managing Strategic Accounts - page 1
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- Table of Contents
- Table of Contents
- BackCover
- The Seven Keys to Managing Strategic Accounts
- Preface
- What Qualifies Us to Address this Topic?
- Who Will Benefit From Reading this Book?
- What is a Strategic Account?
- S4 Consulting Acknowledgments
- Miller Heiman Inc. Acknowledgments
- For the Reader Thinking, I Can t Read the Whole Book. Which Chapters Would Help Me Most?
- Chapter 1: Introduction: What is Strategic Account Management?
- What is Strategic Account Management?
- How Does Strategic Account Management Differ From Key Account Selling?
- Key Account Selling Programs and Strategic Account Management Programs: A Comparison
- Reynolds Reynolds - Southeast Toyota: An Example of Alignment
- The Benefits to Southeast Toyota
- The Benefits to Reynolds Reynolds
- The Future of the Reynolds Reynolds SET Relationship
- Part 1: Getting Everyone Headed in Roughly the Same Direction: What Didn t Work
- Chapter 2: Key 1: Define Strategic Account Management as a Business Rather Than a Sales Initiative
- Create Cross-Functional Executive Leadership
- Understand and Align Around Accounts Business Challenges
- Start Strategic Account Management Programs as Business Initiatives: Honeywell Industrial Automation and Control Solutions
- The Minnesota Power Story
- Drivers for Minnesota Power s Strategic Account Realignment
- What Key Players Did to Strategically Realign Minnesota Power
- Initial Successes in Minnesota Power s Strategic Realignment
- Minnesota Power Realigns Around Critical Customers
- Why Minnesota Power Succeeded at Strategic Realignment
- Define Strategic Account Management as a Business Rather Than a Sales Initiative
- Chapter 3: Key 2: Create Firm Alignment and Commitment to Meet Strategic Accounts Needs and Expectations
- What is Organizational Alignment? - Three Critical Elements
- What are the Benefits of Alignment?
- What Makes Alignment so Difficult?
- How can a Firm Create Organizational Alignment?
- How Account Aligned is Your Firm?
- Knauf Fiberglass Case - Video Focus Groups and Employee Swat Teams
- Marriott International s Alliance Account Directors and Their Volunteer Army
- Create Firm Alignment
- Chapter 4: Key 3: Start with the Right Number of the Right Strategic Accounts
- Ways to Examine Strategic Accounts
- How to Conduct a High-Level Portfolio Analysis: The Six-Question Meeting
- The Gfk Custom Research Inc. Story: How One Firm Cut 66 Percent of its Customers, Doubled its Revenues, Tripled its Margins, and Won the Baldrige Award
- Using Strategic Account Selection Criteria
- Start with the Right Number of the Right Strategic Accounts
- Part 2: Tactical Issues in Strategic Account Management ... Ironbolt Steel and Executive Visits: What Didn t Work
- Chapter 5: Key 4: Create Human Resources Support for Strategic Account Managers
- How do We Select Strategic Account Managers?
- The H. R. Chally Strategic Account Manager Competency Model
- The S4 Consulting Strategic Account Manager Competency Model 4 Categories
- How Do We Develop Strategic Account Managers?
- Strategic Account Manager Training: The Motorola LMPS Story
- How Do We Assign Strategic Account Managers?
- How Do We Pay Strategic Account Managers?
- The IBM Global Story
- Create Human Resources Support for Strategic Account Managers
- Chapter 6: Key 5: Create Firmwide Relationships at Multiple Levels of Relationships Between the Firm and its Most Critical Accounts
- Relationship Map Checklist
- The Strategic Account Loss Cycle
- Preventing the Strategic Account Loss Cycle
- The U.S. WestDayton Hudson Story
- The 3MIBM Storage Story
- Create Firmwide Relationships
- Chapter 7: Key 6: Regularly Quantify and Communicate the Value Received From and Delivered to Strategic Accounts
- Quantify the Value Strategic Accounts Provide
- Boise Office Solutions
- Quantify the Value Delivered to Strategic Accounts
- The Holland Hitch Story
- The National Office Supplies Story
- Regularly Quantify and Communicate the Value Received From and Delivered to Strategic Accounts
- Chapter 8: Key 7: Use Technology Judiciously
- A High-Level Overview of Crm Systems Challenges
- Seven Steps to Successful Systems Implementation for Strategic Account Management Programs
- The UPS Story: The Development of the Link System
- Use Technology Judiciously
- Part 3: From Analysis to Action... Ticonderoga Chemical and Strategic Account Management: The Payoff
- Chapter 9: Conclusion: From Analysis to Action: Moving the Game Forward
- Benefit Number One: Strategic Account Management s Sustainable Competitive Advantage
- Benefit Number Two: Strategic Account Management s Greater Account Loyalty
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