Resource Search

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

Resource Type:

Free Resources:


Results: 1565

Page 62 of 63

Realising Relationship Potential at Henkel: Using Account Profitability to Upgrade Customer Relationships

In response to the fast evolution of their customers and their competitors attempts at building cross-border account management, Henkel reviewed its own position and determined that the best way of getting ahead of the game was to become masters of their own machine. They developed a Direct Account Profitability (DAP) system. "Management is measurement, and building a reliable database is a huge step in getting an exact understanding of the specific profitability issues." The article explains how DAP is used to review strategic accounts and is now incorporated into Key Account Manager negotiation skills training.

Author(s): Van der Sande, Danny; Bradford, Edmund; and, Davidson, Robert

Publication Date: 8/1/2001

Resource Type: Focus: Europe

Subject Tags: Communications;Metrics - Program / Account;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'.


European Benchmarking Forums Provide Opportunity for Peers to Compare, Contrast, Collaborate and Commiserate

A recent series of SAMA Benchmarking Forums across Europe provided small groups of 20 peers a unique opportunity to look outside their own organization for creative insights to improve their ability to add value within their strategic customer relationships. The article covers the common themes echoed across the four events and the participants ability to network on a personal level. Future agendas will feature a subject expert presentation on a particular topic (e.g. compensation or customer portfolio management), as well as an opportunity to explore issues in even smaller roundtable discussion groups.

Author(s): Napolitano, Lisa

Publication Date: 8/1/2001

Resource Type: Focus: Europe

Subject Tags: 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'.


Protocols Make E-Mail More Effective...Fortunately!

This is the second article in a two-part series that began with "E-mail Makes Everything More Efficient...Unfortunately!" (Focus: Europe, 2nd Quarter 2001). The "social capital" carefully cultivated with our strategic accounts is at risk if we don t supplement our E-mail transcripts with other modes of communications. The authors explain the appropriateness of the different modes within the context of two important factors: Importance of Social Presence and Importance of Information Richness.

Author(s): Grove, Cornelius; Hallowell, Willa; and, Molloy, Kathleen

Publication Date: 8/1/2001

Resource Type: Focus: Europe

Subject Tags: Communications;Cultural 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'.


Effective Key Account Management in Europe: A Complex Challenge

The article touches upon the complexities of developing a strategy to strengthen your Pan-European customer relations and to design and implement your company s key account sales program of the future. Companies should first evaluate the status quo, internally and externally, according to Nine Key Enablers of KAM." Focus on selected pilot customers and measure the performance drivers. A brief overview of the key account programme at British company, De La Rue, is presented.

Author(s): Burbidge-King, John; Senn, Dr. Christoph; and, Zeier, Dr. Rene

Publication Date: 8/1/2001

Resource Type: Focus: Europe

Subject Tags: Account Selection, Segmentation, and Portfolio Management;Global Account Programs;SAM 101 - The Basics for Starting a SAM Program;SAM Program Case Studies;

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: Future Involvement in Strategic Buyer-Supplier "Partnering" Alliances; Top Management Challenges By Region.

Author(s):

Publication Date: 8/1/2001

Resource Type: Focus: Europe

Subject Tags: Executive Suite Issues;Partnering Process / Strategic Alliances;

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 Take

This column provides short reprints and/or recommendations of important articles from other publications: "Definition of a Global Citizen," from "The Future of Global Management," by Dr. Ernest Gundling, www.meridianglobal.com.

Author(s):

Publication Date: 8/1/2001

Resource Type: Focus: Europe

Subject Tags: Cultural Issues;Global Account Programs;

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: ARCADIS Taps Into an Underused Resource: Executive Sponsorship; E-Mail Makes Everything More Efficient...Unfortunately!; Don t Gamble with GAM: How BCcomponents Reduced the Risk of their GAM Programme; Data Watch; Quick Take.

Author(s):

Publication Date: 5/1/2001

Resource Type: Focus: Europe

Subject Tags:

Price: Non-Member - $20.00 | Individual Member - $0.00 | Corporate Member - $0.00

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


ARCADIS Taps Into an Underused Resource: Executive Sponsorship

The article provides an overview of the Multinational Client Programme at ARCADIS, a global environmental engineering consultancy. In early 1999, after over eight years experience of managing multinational clients, there was a growing perception that the global teams were not connecting with the client at a strategic level and that senior managers within ARCADIS represented an unexploited asset of the company. An Executive Sponsorship programme was developed and all senior managers took on the role of executive sponsor for one multinational account. Two examples (with customers in aerospace and banking) show how senior manager involvement in strategic account management has enhanced the ARCADIS Multinational Client Programme.

Author(s): Wilson, Kevin

Publication Date: 5/1/2001

Resource Type: Focus: Europe

Subject Tags: Executive Sponsorship;Global Account Programs;SAM 101 - The Basics for Starting a SAM Program;Organizational Structure;SAM Program Case Studies;

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'.


Don t Gamble with GAM: How BCcomponents Reduced the Risk of their GAM Programme

BCcomponents (BCc), a leading manufacturer of electronic components for telecommunications, automotive, consumer and industrial applications, and headquartered in the Netherlands, shares the lessons it learned on way to building a functional and effective Global Account Management (GAM) programme. Leif Schwan, Global Marketing Director, used a six-step approach to establish GAM and gained the visible support of his CEO and senior management.

Author(s): Bradford, Edmund and Schwan, Leif

Publication Date: 5/1/2001

Resource Type: Focus: Europe

Subject Tags: Global Account Programs;SAM 101 - The Basics for Starting a SAM Program;SAM Program Case Studies;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'.


Data Watch

Research data and statistics presented here include: Level of Involvement in Activities within Strategic Buyer-Supplier "Partnering" Alliances.

Author(s):

Publication Date: 5/1/2001

Resource Type: Focus: Europe

Subject Tags: Partnering Process / Strategic Alliances

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 Take

This column provides short reprints and/or recommendations of important articles from other publications: "E-Commerce Becoming Eurocommerce: Steady Growth Projected for the Continent," by Tessa Romito, Business 2.0.

Author(s):

Publication Date: 5/1/2001

Resource Type: Focus: Europe

Subject Tags: E-Commerce;

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'.


E-Mail Makes Everything More Efficient...Unfortunately!

For the benefit of global business people, the article examines the role of e-mail in building and subtracting from "social capital," one of the foundations for successful working relationships. E-mail has inherent problems that may undermine communications and these are manifested in: 1) Interpretation of Meaning; 2) Motivation to Act; and 3) Process of Disagreements.

Author(s): Grove, Cornelius; Hallowell, Willa; and Molloy, Kathleen

Publication Date: 5/1/2001

Resource Type: Focus: Europe

Subject Tags: Communications;Cultural 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'.


Harnessing Global Potential: Insights into Managing Customers Worldwide

This book cogently captures the dynamics of globalization and explains the evolution of global account management (GAM) practices. The authors share their collective years experience in research and consulting in the area of strategic account management as well as the rich findings from the Global Account Management Study, by The Sales Research Trust.

Author(s): Wilson, Kevin; Millman, Tony; Weilbaker, Dan; and Croom, Simon

Publication Date: 5/1/2001

Resource Type: Publication

Subject Tags: Global Account Manager Toolbox;Global Account Programs;Hiring, Retaining & Performance Evaluation of SAM;Metrics - Program / Account;Technology: CRM, SFA, Communication Tools;Value Creation / Innovation

Price: Non-Member - $19.95 | Individual Member - $16.00 | Corporate Member - $12.00

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


Cross-Cultural Competencies for Individuals on Global Teams

This presentation discusses the set of conditions needed for the success of any cross-cultural business team. It focuses on analyzing differences, exploring behavioral techniques for responses, and a "third way" - the team approach - which is not dominated by any one cultural group.

Author(s): Grove, Cornelius

Publication Date: 5/1/2001

Resource Type: Presentation handout

Subject Tags: Communications;Cultural Issues;Global Account Manager Toolbox;Global Account Programs;Team Issues;Value Creation / Innovation

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: Europe

In this issue: Managing Global Client Relationships at Deutsche Bank: Management Discipline, Process and Technology; Global Sourcing - Fast; The Political Entrepreneur: Are We Seeing A New Management Role Emerging With the Global Account; Aligning Incentives with Corporate Objectives and Strategic Account Manager Accountabilities; Data Watch.

Author(s):

Publication Date: 1/1/2001

Resource Type: Focus: Europe

Subject Tags:

Price: Non-Member - $20.00 | Individual Member - $0.00 | Corporate Member - $0.00

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


Aligning Incentives with Corporate Objectives and Strategic Account Manager Accountabilities

Compensation is a key factor in attracting and retaining high caliber account managers. Earnings for global or key account managers should be in alignment with their roles and responsibilities. The article examines the role of the GAM and the considerations relevant to the design of a GAM s compensation plan. Supporting data is provided from SAMA s Annual Survey of Strategic Account Management Compensation Practices; and, The Alexander Group author and consultant, Linda Mahoney, recommends explicit rules for sales crediting.

Author(s): Mahoney, Linda

Publication Date: 1/1/2001

Resource Type: Focus: Europe

Subject Tags: Compensation;Global Account Manager Toolbox;Global Account Programs;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'.


Global Sourcing-Fast!

The future for e-procurement will focus on leveraging computers and other devices, making them more intuitive, powerful and easy-to-use, and also on accelerating productivity by eliminating repetitive, administrative tasks. Management will see early adopters of e-procurement as champions because the direct results of their efforts will be lower cost of goods, more goods and services sourced in less time. ERP systems will be replaced by collective Value Chain Resource Planning (VCRP) systems, allowing all members of the supply chain to exchange data simultaneously for seamless product manufacturing and fulfillment.

Author(s): Guillemaud, Wes

Publication Date: 1/1/2001

Resource Type: Focus: Europe

Subject Tags: 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'.


Data Watch

Research data and statistics presented here include: The European Internet Economy: 2004; Business-to-Business Internet Commerce in Europe.

Author(s):

Publication Date: 1/1/2001

Resource Type: Focus: Europe

Subject Tags: E-Commerce;

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'.


Managing Global Client Relationships at Deutsche Bank: Management Discipline, Process and Technology

The article provides an overview of the changing marketplace for wholesale banking, the environment in which Deutsche Bank has reconfigured its account relationship model to suit the changing buying behavior of global clients and the new realities of wholesale banking. In 1998, the Global Corporate and Institutional (GCI) Division was created to focus on global relationships and since has made quantum strides in improving its competitive position, and its returns on capital now regularly exceed 25%. The authors cite GCI s critical success factors including dual client coverage of the global relationship manager and senior investment banker. Looking to the future, investment banks must face the challenges of using CRM technologies to institutionalize relationship process.

Author(s): Mathias, Peter F. and Fitschen, Juergen

Publication Date: 1/1/2001

Resource Type: Focus: Europe

Subject Tags: Global Account Programs;SAM 101 - The Basics for Starting a SAM Program;SAM Program Case Studies;Skills & Competencies;Technology: CRM, SFA, Communication Tools;

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'.


The Political Entrepreneur: Are We Seeing a New Management Role Emerging with the Global Account?

Research over the past ten years has led lead researcher, academic and consultant Kevin Wilson to distinguish the evolving role of a strategic account manager managing key customers in a globalized environment. The author defines a "political entrepreneur" and the skills and competencies that set this strategic account professional apart from other account managers. Further, different levels of political and entrepreneurial skill can be applied at different stages in the development of a global relationship. Dr. Wilson discusses the demands and opportunities for the GAM at these points: early-GAM; mid-GAM; mid-to-partnership GAM; synergistic-GAM; and uncoupling-GAM.

Author(s): Wilson, Kevin

Publication Date: 1/1/2001

Resource Type: Focus: Europe

Subject Tags: Global Account Manager Toolbox;Global Account Programs;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'.


Giant Companies, Small Details: 3M and IBM Co-Creating Value at All Levels

It’s a story of two giants – 3M and IBM – working together to chase the elusive business unicorn that is the win/win partnership. By paying attention to small details, both companies succeeded and along the way, 3M’s IBM account manager Jan Hildebrandt won the SAMA 2000 Account Performance AwardTM.

Author(s): Joseph P. Sperry, Ph.D. Partner, S4 Consulting

Publication Date: 9/1/2000

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'.


NAMToolbox

Author(s):

Publication Date: 10/1/1998

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'.


Principals of JIT II Corporate Case Study

The presentations for this summary involved several JIT ("Just-in-Time") II case studies that incorporate the JIT II concept into national account management. The agenda for this study included the following customer-supplier presentations on how these relationships utilize JIT II: JIT II at Bose; The CL&D Graphics – SC Johnson Wax JIT II Partnership; Arthur Andersen: JIT II as a Best Practice; JIT II at IBM; and JIT II at Motorola: A Purchasing Perspective.

Author(s):

Publication Date: 8/15/1998

Resource Type: Presentation handout

Subject Tags: Partnering Process / Strategic Alliances;Supply Chain Management / Procurement;

Price: Non-Member - $50.00 | Individual Member - $0.00 | Corporate Member - $0.00

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


The Trust Imperative

Trust is something no amount of money and resources can buy; therefore it is a source of competitive advantage available to any party willing to adopt the appropriate mindset. It is dependent on the culture and values of organizations and the vast web of individual relationships that make up these living, breathing systems. Alas, Trust being largely invisible, is often overlooked. But what we have learned — what this book will show — is that Trust is a critical component in any strategic alliance.

Author(s): Dow, Roger; Napolitano, Lisa; and Pusateri, Mike

Publication Date: 5/1/1998

Resource Type: Publication

Subject Tags: Business Case for Strategic Account Management;SAM 101 - The Basics for Starting a SAM Program;Partnering Process / Strategic Alliances;SAM 101 - The Basics for Starting a SAM Program;Skills & Competencies;Supply Chain Management / Procurement;

Price: Non-Member - $15.00 | Individual Member - $13.00 | Corporate Member - $10.00

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


Nalco Chemical Corporate Case Study

The summary covers the main points of a case study presented by Nalco Chemical Company executives, supplying insights into the way Nalco’s business and corporate sales program operate. These various perspectives include: Strategic Middle Market Accounts; Alliances in the Chemical Process Industry; Corporate Engineering Sales; Alliances in the Paper Industry; The Perspective of the Internal Customer; and Global Accounts.

Author(s):

Publication Date: 2/1/1998

Resource Type: Presentation handout

Subject Tags: Account Planning;Account Selection, Segmentation, and Portfolio Management;Global Account Programs;SAM 101 - The Basics for Starting a SAM Program;Organizational Structure;SAM Program Case Studies;

Price: Non-Member - $50.00 | Individual Member - $0.00 | Corporate Member - $0.00

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


Page 62 of 63