Table of Contents

The Seven Keys to Managing Strategic Accounts
by Sallie Sherman, Joseph Sperry and Samuel Reese	ISBN:0071417524
McGraw-Hill 2003 (204 pages)
Through case examples gathered from the authors' experiences in helping organizations manage their most critical business relationships, this book points out the keys in designing and implementing a strategic account management program.

Table of Contents
	The Seven Keys to Managing Strategic Accounts
	Preface
	Chapter 1	-	Introduction: What is Strategic Account Management?
	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
	Chapter 3	-	Key 2: Create Firm Alignment and Commitment to Meet Strategic Accounts' Needs and Expectations
	Chapter 4	-	Key 3: 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
	Chapter 6	-	Key 5: Create Firmwide Relationships at Multiple Levels of Relationships Between the Firm and its Most Critical Accounts
	Chapter 7	-	Key 6: Regularly Quantify and Communicate the Value Received From and Delivered to Strategic Accounts
	Chapter 8	-	Key 7: 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
	References
	Index
	List of Figures