Resource Search

Keyword Search:
(looking in Title, Author, and Description)

Resource Type:

Free Resources:


Results: 1605

Page 61 of 65

Transforming Your SAM Program

Whether you are just starting your Strategic Account Management (SAM) Program or have had one for years, one thing is pretty certain: you have made – or you will make – modifications to your program over time as both you and your customer evolve as strategic partners.

This article is not designed to provide you with the perfect template for a SAM Program, but rather to give you some insight into the program we developed over time and the why and the how of the modifications we made.

Author(s): Paul Brouillard, Director of Strategic Accounts, Sigma-Aldrich

Publication Date: 11/1/2004

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


The Power of Cross-Functional Teams

Meeting the demands of important customers is an ongoing challenge.  Expectation and performance standards are continuously shifting.  In today's business environment effective cross-functional teams can be a valuable tool for meeting these demands.

Author(s): Mary Kay O'Connor, President, Starting Point, Inc.; Syliva Wulf, Sales and Marketing, Bakery Chef, LLC

Publication Date: 10/1/2004

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Best Practice Forum 04/04 - SAMA Best Practices

Co-hosted by SAMA and Fedex Kinko s, this Best Practice Forum in July 2004 in Dallas, Texas featured professionals sharing specifics regarding key SAM program development issues in an informal environment, with the presentations used as a platform for group discussion and the sharing of ideas between participants. - Learn current trends and best practices in Strategic Account Management - Identify resources to help you and your company be more successful with strategic customers - Meet and benchmark against peers who share similar challenges This PDF includes SAMA Best Practices related to SAM, as well as a clear presentation of SAMA s Knowledge Network and value proposition. Also included in the presentation are several graphs outlining the current state of SAM at a variety of companies surveyed. Presented by Lisa Napolitano, President & CEO, SAMA

Author(s): SAMA

Publication Date: 7/20/2004

Resource Type: Presentation handout

Subject Tags: Global Account Programs;Skills & Competencies

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


The CEOs Agenda on Strategic Customers: How to Make Your Company Customer-Driven

While most CEOs readily pay lip service to the virtues of running a customer-driven company and repeatedly stress the importance of customers in their public remarks, it is also apparent that customers are generally not a critical part of the core management processes of most companies.

Author(s): Dr. Peter F. Mathias President and CEO, Mathias & Co.

Publication Date: 7/1/2004

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


8: Keys to Effective Strategic Account Planning

If asked, most companies will claim to have an account planning program. More often, however, these programs are inwardly focused and concerned mainly with gathering and storing account information. Unfortunately, these "fill in the forms" account planning programs have contributed little value to strategic account managers. Effective strategic account planning must focus on the customer’s current business priorities. The result must be action plans that commit the entire extended account team to a documented plan to bring solutions to those customer business priorities. This session will discuss the critical success factors for an effective strategic account plan. Key Learnings: * Identify the six key questions any SAM must answer to have a viable account plan * Understand the critical success factors for effective strategic account planning * Realize the real meaning of “strategic” in the context of account planning

Author(s): Tolar, Bob (Strategic Planning Alliance)

Publication Date: 5/23/2004

Resource Type: Presentation handout

Subject Tags: Account Planning;Critical Success Factors for Strategic Accounts;New Account Manager Toolbox

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Focus: Teams

Focus: Teams is distributed semi-annually in electronic format only and features new case studies, best practices, practical tools and cutting-edge information specific to this segment of the strategic accounts population. Focus: Teams is a team-specific supplement to SAMA s Velocity™ Magazine. This issue features "Team Development for Smart Selling to Smart Buyers" ; "Should Your Sales Team Be All Firstborns" ; "Who s Bringing You Hot Ideas (and How Are You Responding)?" ; "Building Better Teams" ; "Research on Global Teams" ; "The Five Dysfunctions of a Team" and other content pertaining to strategic account teams. The Movers & Shakers column profiles Angela Rhydderch, Key Accounts Co-ordinator at De La Rue plc.

Author(s):

Publication Date: 5/1/2004

Resource Type: Focus: Teams

Subject Tags: Global Account Manager Toolbox;Organizational Structure;Team Issues;Value Creation / Innovation

Price: Non-Member - $25.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Focus: Account Manager

Focus: Account Manager is distributed semi-annually in electronic format only and features new case studies, best practices, practical tools and cutting-edge information specific to this segment of the strategic account management population. Focus: Account Manager is a specific supplement to Velocity™ Magazine. This issue of the newsletter features "Using Risk Management to Stay Close to the Customer and Ahead of the Competition" ; "Capturing Maximum Value at Your Training Events" ; "When Best Practices become Worst Practices " ; "An Eight-Point Buyer Checklist" and "Consider the Consequences of No Agreement," as well as other content specific to the strategic account manager. This issue s Movers & Shakers column profiles Chris Morrison, a Nalco SAM.

Author(s):

Publication Date: 5/1/2004

Resource Type: Focus: Account Manager

Subject Tags: Financial Analysis;Partnering Process / Strategic Alliances;Training & Professional Development;Value Creation / Innovation

Price: Non-Member - $25.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Using Risk Management to Stay Close to the Customer and Ahead of the Competition

Account managers must never make the naive assumption that all is well in the customer s world. Three major components will help you remain competitive in managing the complexities of strategic accounts: 1) ensuring that customers understand their risks; 2) responding to protect your relationships with customers; and 3) making sure customers recognize the value expected and delivered.

Author(s): Thull, Jeff

Publication Date: 5/1/2004

Resource Type: Focus: Account Manager

Subject Tags: Customer Satisfaction;Hiring, Retaining & Performance Evaluation of SAM;Supply Chain Management / Procurement

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Team Development for Smart Selling to Smart Buyers

In a competitive, commoditized business environment, creating real value for customers is paramount. In this article, Tom Blodgett argues that teamwork can be used to create value. He offers a detailed, methodical team based process for creating client value that is based upon empirical research conducted by TBA Resources and also on the work of Peter Mathias in the field of knowledge based selling to decommoditize products and services and form lasting supply chain relationships.

Author(s): Blodgett, Tom

Publication Date: 5/1/2004

Resource Type: Focus: Teams

Subject Tags: Skills & Competencies;Team Issues;Training & Professional Development

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Focus: Europe

Focus: Europe is an electronic-only semi-annual newsletter bringing together the latest content valuable to those working in or with European Strategic Accounts. In this issue: "Strategic Account Management in Europe: Lessons from the SAMA Pan-European Conference" ; "Defining a Skill-Set for Global Sales Executives" ; "Financial Analysts Rate Capital Market Communications in Europe" ; "How to be a Good Manager" ; "The Building Blocks of a Successful Account Management Programme" and "The Economy: Better than It Was Six Months Ago but May Be Leveling Off."

Author(s):

Publication Date: 5/1/2004

Resource Type: Focus: Europe

Subject Tags: Critical Success Factors for Strategic Accounts;Executive Suite Issues;Financial Analysis;Global Account Manager Toolbox;New Account Manager Toolbox;Skills & Competencies

Price: Non-Member - $25.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Strategic Account Management in Europe

This is the feature article from SAMA s Focus: Europe Vol. 4, No. 1 newsletter.

Author(s):

Publication Date: 5/1/2004

Resource Type: Focus: Europe

Subject Tags: Account Selection, Segmentation, and Portfolio Management;Communications;Compensation;Cultural Issues;SAM Program Case Studies;Team Issues

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Focus: Teams

Focus: Teams is a supplement to SAMA s Velocity™ Magazine. This issue features "When a Team Isn t a Team: a Case Study", "Leading Your Team Through Tough Times", "Navigating the Complexities of a Matrixed Organization", and other content pertaining to strategic account teams. The Movers & Shakers column profiles Mark Urban, Director of National Institutional Accounts at Eli Lilly & Company. Focus: Teams is distributed semi-annually in electronic format only and features new case studies, best practices, practical tools and cutting-edge information specific to this segment of the strategic accounts population.

Author(s):

Publication Date: 11/15/2003

Resource Type: Focus: Teams

Subject Tags: Organizational Structure;Team Issues;Technology: CRM, SFA, Communication Tools

Price: Non-Member - $25.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Focus: Account Manager

Focus: Account Manager is a supplement to Velocity™ Magazine. This issue of the newsletter features "Preparing for the Emotional Consequences of Customer Survey Feedback", "Time Wasters and Bottlenecks", Hiring Successful SAMs", "How Supply Managers See Business" and "Purchasing Survey Shows e-Sourcing Adoption Stalls" as well as other content specific to the strategic account manager. Focus: Account Manager is distributed semi-annually in electronic format only and features new case studies, best practices, practical tools and cutting-edge information specific to this segment of the strategic account management population.

Author(s):

Publication Date: 11/15/2003

Resource Type: Focus: Account Manager

Subject Tags: Customer Satisfaction;Hiring, Retaining & Performance Evaluation of SAM;Supply Chain Management / Procurement

Price: Non-Member - $25.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Focus: Europe

In this issue: Winning Strategic Accounts at SN Brussels Airlines and Compensating the GAM for Long-Term Behaviour. Profiled in this issue s Movers & Shakers are Rob Beset, Commercial Director for Batavus, and Harry Stol, Director, Account Management, Siemens Nederland N.V. and Chairman of the Sales Management Association. Focus: Europe is an electronic-only semi-annual newsletter bringing together the latest content valuable to those working in or with European Strategic Accounts.

Author(s):

Publication Date: 11/15/2003

Resource Type: Focus: Europe

Subject Tags: Account Selection, Segmentation, and Portfolio Management;Communications;Compensation;Cultural Issues;SAM Program Case Studies;Team Issues

Price: Non-Member - $25.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Preparing For the Emotional Consequences of Customer Survey Feedback

This is the feature article of SAMA s Focus: Account Manager Vol. 1, No. 3 2003 newsletter.

Author(s): Lewis, Steven W. and Pike, Wilbur L.

Publication Date: 11/15/2003

Resource Type: Focus: Account Manager

Subject Tags: Customer Satisfaction;Hiring, Retaining & Performance Evaluation of SAM;Supply Chain Management / Procurement

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Focus: Account Manager

Focus: Account Manager is a new supplement to Velocity™ Magazine. This issue of the newsletter features "Achieving Your Revenue Goals Through Demand Creation: What to Do When You Are Missing Your Target", "Getting to the Heart of SAM", "Negotiating Intelligently: Building and Implementing Negotiation Strategy and Process", "Developing Customer Champions" as well as other content specific to the strategic account manager. Greg Thomas, Strategic Account Manager for the Global Oil & Gas Market at Air Liquide, is profiled in Movers & Shakers. Focus: Account Manager is distributed semi-annuallly in electronic format only and features new case studies, best practices, practical tools and cutting-edge information specific to this segment of the strategic account management population.

Author(s):

Publication Date: 8/28/2003

Resource Type: Focus: Account Manager

Subject Tags: Compensation;New Account Manager Toolbox;Skills & Competencies;Training & Professional Development

Price: Non-Member - $25.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Focus: Teams

Focus: Teams is a new supplement to SAMA s Velocity™ Magazine. This issue features "Using Moments of Truth to Define Teamwork that Matters", "Managing Knowledge: A Team Competency", "Building Tomorrow s Leaders Today", and other content pertaining to strategic account teams. The Movers & Shakers column profiles Tim Chen, Vice President of Innovation at Bandag, Inc. Focus: Teams is distributed semi-annually in electronic format only and features new case studies, best practices, practical tools and cutting-edge information specific to this segment of the strategic accounts population.

Author(s):

Publication Date: 8/28/2003

Resource Type: Focus: Teams

Subject Tags: Communications;Compensation;Global Account Manager Toolbox;Hiring, Retaining & Performance Evaluation of SAM;Knowledge Management;Skills & Competencies;Team Issues;Training & Professional Development

Price: Non-Member - $25.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Focus: Europe

In this issue: Are Your Key Account Managers Truly Relationally-Oriented?; Cross-Cultural Advice; Cross-Border Change Management: Recommendations; and Matching Global Growth to Industry Structure. Walter Verbruggen, Commercial Director at ARCADIS Gedas, is profiled in this quarter s Movers & Shakers.

Author(s):

Publication Date: 8/28/2003

Resource Type: Focus: Europe

Subject Tags: Cultural Issues;Global Account Manager Toolbox;Global Account Programs;Partnering Process / Strategic Alliances;Program VP / Director Toolbox;Skills & Competencies;Training & Professional Development

Price: Non-Member - $25.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Achieving Your Revenue Goals Through Demand Creation

When faced with a difficult business and economic environment, SAMs quickly learn that their over-reliance on existing market conditions and their myopic dependence on demand management creates an extremely difficult situation for them to pull their way out of, much less bring in significant new revenue gains. We must accept the challenge of shifting our focus from uncovering a customer’s known pain to assisting a customer in acquiring a vision for an unknown gain. This entails a higher order of selling, demand creation.

Author(s): Koerner, Lavon

Publication Date: 8/28/2003

Resource Type: Focus: Account Manager

Subject Tags: New Account Manager Toolbox;Skills & Competencies;Training & Professional Development;Value Creation / Innovation

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Think Big, Start Small, Scale Fast

In 2000, COMPAREX, a European infrastructure integrator, faced a potential crisis when its major customer, Hitachi, began distributing through its competitors. Realising it needed to change its business model in response, COMPAREX explored the various challenges it faced in creating organisational change. This article describes the process that COMPAREX used to make the transition to an infrastructure integrator, and how it addressed the aforementioned challenges. It also provides its "secrets to success."

Author(s): Holst, Dr. Isabella-Afra; Goldmann, Andreas; and McCracken, Patricia

Publication Date: 5/15/2003

Resource Type: Focus: Europe

Subject Tags: Communications;Critical Success Factors for Strategic Accounts;Executive Sponsorship;Internal Alignment;Metrics - Program / Account;Organizational Structure;Partnering Process / Strategic Alliances;SAM Program Case Studies;Skills & Competencies;Value Creation / Innovation

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Data Watch

Research data and statistics presented here include: The Competitive Fitness of Global Firms 2002; My Incentive Pay Consists of the Following Percentages from Commission (percent of dollars or units you sell) vs. Bonus (a flat dollar amount paid based on percent of goals attained); Home, Sweet Home: Does the Home Country Effect Matter for Firm Performance?; and My Satisfaction with My Current Compensation Package Is.

Author(s):

Publication Date: 5/15/2003

Resource Type: Focus: Europe

Subject Tags: Compensation;Cultural Issues;Global Account Programs;Organizational Structure

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Meeting the Challenges of SAM in a Service Environment

This article illustrates the challenges of selling in a service environment through the experiences of Zurich Financial Services, a European-based provider of financial protection and wealth accumulation. Zurich addressed these challenges head-on when it designed its SAM programme. Lovik describes the SAM programme that Zurich created, its value proposition and the lessons for success it gathered along the way.

Author(s): Lovik, Terje

Publication Date: 5/15/2003

Resource Type: Focus: Europe

Subject Tags: Account Planning;Account Selection, Segmentation, and Portfolio Management;Communications;Critical Success Factors for Strategic Accounts;Customer Satisfaction;Executive Sponsorship;Global Account Programs;Internal Alignment;Knowledge Management;Partnering Process / Strategic Alliances;SAM Program Case Studies;Skills & Competencies;Value Creation / Innovation

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Focus: Europe

In this issue: Leveraging Performance by Better Understanding the Role of the GAM; The Nature and Effectiveness of Expatriate Coping Strategies; Think Big, Start Small, Scale Fast; The Competitive Fitness of Global Firms 2002; My Incentive Pay Consists of the Following Percentages from Commission vs. Bonus; Home, Sweet Home: Does the Country Effect Matter for Firm Performance?; My Satisfaction with My Current Compensation Package Is; and Meeting the Challenges of SAM in a Service Environment.

Author(s):

Publication Date: 5/15/2003

Resource Type: Focus: Europe

Subject Tags:

Price: Non-Member - $25.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Leveraging Performance by Better Understanding the Role of the GAM

Axel Thoma explores what he considers to be the major challenge for companies with global account programs: understanding the role of the GAM and providing professional development, resources and support accordingly. Thoma references the results of a survey conducted to determine the importance of several characteristics to the makeup of an "ideal" GAM. From this, he provides a profile of a model GAM. He also explores Human Resources role in the selection of GAMs and the associated critical success factors involved in this selection. Thoma s ultimate comment is that Human Resources management of GAM, if handled correctly, can be a sustainable competitive advantage.

Author(s): Thoma, Axel

Publication Date: 5/15/2003

Resource Type: Focus: Europe

Subject Tags: Account Planning;Critical Success Factors for Strategic Accounts;Executive Suite Issues;Global Account Manager Toolbox;Global Account Programs;Hiring, Retaining & Performance Evaluation of SAM;Program VP / Director Toolbox;Skills & Competencies;Training & Professional Development

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Quick Takes

This column provides short reprints and / or recommendations of important articles from other publications: The Nature and Effectiveness of Expatriate Coping Strategies by Günter Stahl, INSEAD; and World Economic Forum European Summit 2002: Free Report Available Online.

Author(s):

Publication Date: 5/15/2003

Resource Type: Focus: Europe

Subject Tags: Cultural Issues;General Business Issues;Global Account Manager Toolbox;Skills & Competencies

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

Register or Log in to purchase resources or add them to your 'My Folder'.


Page 61 of 65