Who Will Benefit From Reading this Book?

There are a number of readers for this book. Our primary audience is any decision maker whose primary task is optimizing the firm's assets and anyone who wants to manage—as assets—that small percentage of customers who usually provide a disproportionate share of the firm's revenue/profits. These readers may be starting or refining an existing strategic account management program. The cases and insights should be an invaluable resource for any executive, drawn to developing systematic sales and management processes, who wishes to avoid critical and costly errors in doing so. Early in the book we contend that unless these executives—CEOs, COOs, VPs of Finance, and decision makers from all functional areas—are aligned to support the strategic account management program's goals and objectives, the program will almost certainly tailspin in costly flames.

Our primary audience is any decision maker whose primary task is optimizing the firm's assets ...

Other readers who can benefit from this book are the very best of those who manage strategic account relationships—a complex, challenging, and often very rewarding task. People who do this job well are relationship assets in their own right. We have found their commitment to self-development very high indeed. They are always looking for ways to improve their skills and their overall management approach, to improve service and relationship quality to their assigned customers.