Traditional strategic accounts channel planning and channel management approaches often look to history or replicate competitor practices. In a changing market with evolving customer needs, compan... read more
Clients need and want to buy your services, but often the challenges of internal buy-in, sponsorships and communication within your own organization are underestimated. HOK, one of the largest arch... read more
Mike will share his 17+ years'' experience as the Schneider Electric global account director for Kimberly-Clark, focusing on the role and deployment of his internal Executive Sponsor - their workin... read more
Research indicates that, in terms of overall SAM effectiveness, mindset matters as much or more than skill-set. This interactive panel discussion will focus on this very topic of finding, building... read more
Shakeel Bharmal, president (Canada) and director of consulting services at The Summit Group, will discuss strategic account manager competencies and a framework to evaluate skill set and mindset an... read more
Firms are increasingly realizing that sustainable growth requires a more collaborative business model that allows for the sales and delivery of integrated solutions. Unfortunately, many firms strug... read more
In the last decade, SKF went through a significant transformation of the entire company changing from a ball bearings manufacturer to a multi-platform product/service/solution company. This new mu... read more
As their chemical industry market matured and cheaper labor and raw material sources expanded geographically, leader BASF looked to better understand their customer base and demand on their interna... read more
DHL has segmented its technology business into sub-sectors, ensuring a more focused approach to customers in specific industries (i.e. semiconductor versus mobile phones). This session presents the... read more
Business results through efficient strategic account execution require talent, organizational enablers and the maximum removal of barriers and obstacles. In this session, based on a session deliver... read more
One of the keys to a successful strategic account management program is communication between executives on both sides – supplier and client – as well as internal collaboration on the... read more
The global corporation is rapidly evolving, and the reality is that your SAM program will need to adapt. Are you addressing your client''s global needs or are you just treating it as another large ... read more
At Arcadis, the ambition of creating a global account manager career track was to drive global leadership by standardizing and professionalizing the entire GAM program across 11 geographic operatin... read more
Corporate organizations are constantly evolving and having an impact on the strategic/global accounts program. Hear about and discuss the Xerox journey, including the key phases and transitions tha... read more
Most SAMs are adept at implementing a sales process to sell value. The trouble begins when buyers erode that value and focus on price and giveaway pressure. Learn a "negotiation blueprint" structur... read more
It used to be that we measured "coverage" in terms of "head-count." Now, it''s all about getting the most competencies in the fewest bodies to cover the most market space. Experienced GAM program e... read more
Many SAM programs are internally wired for failure, but don''t know it. This session will help you uncover those few critical misalignments causing your SAM program to underperform, then show how t... read more
The way we communicate is changing. We can benefit from greater transparency, which leads to authenticity online and trust, feedback and recommendations from customers. We may now make ourselves mo... read more
Company-wide alignment for strategic accounts is a very complex objective, frequently attempted across a highly matrixed environment. Due to all the moving parts touching a customer that resides wi... read more
Hewlett-Packard has been investing in major upgrades to its account business planning process over the last few years. How to create plans jointly with customers has been one of the most important ... read more