Index_B

B

Baseline performance standards, providing, 122

Bear market, strategic account management (relationship), 15

BellSouth, Complete Choice plan, 178

Bin-order pulling, 139

Bleeders. See Value

Bluefin (Minnesota) meeting, 32–33

Boeing, 124

Boise Cascade Corporation, 138, 139

Boise Office Solutions (BOS), 10, 87, 138–143, 183

competitors, share, 150

data, usage, 161

distribution centers, 139

dual distribution, 6

interface, organization, 139

locations, 139

national accounts

amount, 139

characteristics, 138–139

customers, 142

program, 6–7

nationwide agreement, negotiation, 139

processes, cost calculation, 151

products, next-day delivery, 138

SAMs, usage, 142

SAVE program, 141–142

software, usage, 151

success, 135

Bonus plans, 112

BOS. See Boise Office Solutions

Boundary-less organization, 111

Boyer, Rick, 15

Brisley, Jeff, 52

Bulk-order pulling, 139

Burning platform. See Marriott International

Business

challenges, 171. See also Accounts

computer applications, 153

expansion, 86

growth, strategies development, 99

initiatives, 23–28, 173. See also strategic account management programs

intelligence software, 159–160

models, demonstration, 100

needs, 124

plans

development. See National accounts

effectiveness, NAM evaluation, 166

relationship. See Strategic account management

solutions, 180

strategy, success, 131

winning, 86

Business-to-business

examples, 177–178

interaction, 175

Business-to-consumer, examples, 177–178

Business-to-customers, approach, 175

Buyer-influence group, relationship map, 123

Buyer-influence relationship, management, 129

Buyers. See Economic buyers; Strategic buyers; Technical buyers; Transactional buyers; User buyers

Buying-influence group

identification. See Accounts

map, benefits, 115

Buying Influence Map Checklist, usage, 119

Buying influences

goals, 129

mapping, 115

SAM understanding. See Accounts

understanding, 114, 115

Buying process, understanding, 114

Buy-Sell Hierarchy, 63

By assumption management. See Accounts