Index_H

H

Hamel, G., 45, 189

Hard-dollar specificity, 137

Headcount projection, 105

Heiman, S. E., 86, 189. See also Miller Heiman, Inc.

Hewlett Packard (HP), salesforces (conversion), 98

Hidden costs. See Technology-based solutions

Higher-leverage account contacts, 102

High-level implementation plan, 188

High-level portfolio analysis

conducting, 78

process, 61, 66–71

High-performance selection criteria, 95

High-risk account relationships, 32

High-tech suppliers

relationship, 85

strategic account management development, 86

High-value account relationships, 74

Hildebrandt, Jan, 127, 128

Holland Hitch

competitors, share, 150

data, usage, 161

example, 144–146

software, usage, 151

Honeywell

Automation and Control Solutions, 7

Business Resources, creation, 25–26

framework/processes, introduction/integration/adoption, 24

pro-forma global P&L, 27

Strategic Business Unit, 26

Technology Alignment, creation, 25

Honeywell Industrial Automation and Control Solutions (IACS), 23–28, 43, 62, 111

alignment, 42

commitment, 25

cross-functional support group, creation, 25

global revenue, 24

growth, 43

success, 39

Honeywell Strategic Corporate Accounts Program, 28

formation, 24

support, 26

total value/ROI, measurement/reporting, 24

HP (Hewlett Packard), salesforces (conversion), 98

H. R. Chally, 87

high-performing SAMs, correlation, 92–93

practitioner panel, 93

strategic account managers competency model, 87–93

Human-resource infrastructure, creation, 84

Human resources, 153

support, 95

creation. See Strategic account management

issues, 83, 86