Preface

Why this Book?

This book grew out of two questions our clients most often ask when they are managing strategic accounts: "What are the challenges others have faced with strategic accounts, and how can we overcome them?"

During our years of experience, through constantly changing business conditions, we have tested, retested, and revised many of our original answers to these questions. One of our enduring insights remains: There is no by-the-numbers approach to implementing strategic account management. Every firm must come at it a little differently. At the same time, though, this book lists the strategic account management challenges our clients have most often struggled with. We also present proven ways to overcome those challenges.

Our clients and colleagues encouraged us to consider how our experience might benefit a wider audience. This book is our response, crystallizing what we have learned in strategic account management. Our goal is to help you save time and money as you implement or refine a strategic account management program.