Without a doubt GAMs are expensive resources within each company. Inadequate usage of their time and skills can lead to a significant loss in productivity, customer satisfaction, revenue erosion a... read more

Without a doubt GAMs are expensive resources within each company. Inadequate usage of their time and skills can lead to a significant loss in productivity, customer satisfaction, revenue erosion and team turnover. Driven by bottom line requirements over the last couple of years, more and more tasks have been loaded onto front line salespeople by reducing support and infrastructure. Beside the immediate positive impact of cost reduction, there are far more negative impacts for the overall business in the mid/long term. This workshop will shed light on the hidden consequences and how to analyze them in order to prepare a game-changing business case with high impact on your competitiveness. Key topics: * Bottom line drivers with their hidden consequences * Analysis of GAM role/skills in terms of time spend and productivity * Cross-divisional critical processes and tasks * Benchmark data and quantifying impact of critical tasks * Structuring a game-changing business case read less

Schneider Electric leverages its strategic supplier alliances to meet customer expectations and requirements, manage account complexity and maximize mutual growth potential. This session will expla... read more

Schneider Electric leverages its strategic supplier alliances to meet customer expectations and requirements, manage account complexity and maximize mutual growth potential. This session will explain within a case example the dynamics of these collaborative working relationships. read less

What do high performing strategic account managers and teams - those that achieve significant revenue growth, profit growth, and client satisfaction improvements in their strategic accounts - do be... read more

What do high performing strategic account managers and teams - those that achieve significant revenue growth, profit growth, and client satisfaction improvements in their strategic accounts - do better and differently from the rest? RAIN Group''s recently completed Benchmark Report on High Performance in Strategic Account Management includes never-before-seen research on the actions and results of high performers in strategic account management versus their average and below-average counterparts. Using a case example at Woodard & Curran, the presenters will share how this rapidly growing national engineering firm''s improvements in strategic account management helped drive greater account business growth and results. read less

Throughout the negotiation process, there are numerous activities that enable or disable creating mutual strategic value with the customer. Precisely how experienced SAMs manage each phase of inte... read more

Throughout the negotiation process, there are numerous activities that enable or disable creating mutual strategic value with the customer. Precisely how experienced SAMs manage each phase of interaction with the customer can make a significant difference in the quality and amount of value achieved-robustness of the solution, value of the financial deal, creativity of the terms and conditions, and quality of the resulting relationship between the two companies. Join this discussion on how both to spot areas of value leakage and to ensure that the right negotiation process, tools, skills, and incentives are put in place to enable optimal value creation with customers. Key topics: * Negotiation instructions * Positioning the negotiation * Pre-negotiating * Preparing for negotiations * Leveraging and aligning internal resources * Addressing hard bargainer tactics * Reviewing negotiations and leveraging key lessons read less

In response to the positive feedback received from his April 11th SAMA webinar in which he introduced a holistic value management process comprising value creation, value quantification, value capt... read more

In response to the positive feedback received from his April 11th SAMA webinar in which he introduced a holistic value management process comprising value creation, value quantification, value capture, Stephan Liozu is enthused to provide a follow-up webinar to focus on a core process of value quantification. At the heart of value-based pricing is a step called economic value modeling based on the Economic Value Estimation (EVE®) methodology. In this webinar session, Stephan will walk participants through the value modeling process again and this time provide a number of concrete examples to more specifically explain how the model helps you build a credible, competitive, value-based price for your customer solution. Detailed examples of value drivers calculations will be shown. Join us to see how strategic account managers can systematically add science to their customer engagement process. read less

A holistic value management process contains three critical dimensions that form an unbreakable chain: value creation, value quantification and value capture. While creation and capture have receiv... read more

A holistic value management process contains three critical dimensions that form an unbreakable chain: value creation, value quantification and value capture. While creation and capture have received a lot of attention from scholars and practitioners, less has been paid to the process of quantification in strategic account management. Value quantification, also called value modeling and value dollarization, is a scientific process that requires skills in voice–of–customer research, value–in–use analysis and the modeling process of differential economic value. During academic research exploration, Stephan M. Liozu conducted an in–depth study of the value–based pricing methodology. At the heart of value–based pricing is a step called economic value modeling based on the economic value estimation® methodology. As former president and chief executive officer of Ardex America Inc., he sponsored organizational transformation toward value–based pricing that included deployment of the EVE methodology and cloud–based software. In this webinar, he will review the value quantification methodology and the role of strategic account managers in making the process successful. The session will start with a brief review of the three elements of the sustainable value management process. Then the process of quantification will be reviewed in detail with the presentation of real–life case studies and examples. Best practices and key success factors will be introduced, as well. You will learn: The latest theoretical and practical aspects of value–based pricing and value quantification How SAMs can lead and contribute to the successful value quantification process Practical ways and tips to get the right information from accounts to build value quantification models (voice–of–customer methods) Specific case studies and examples of value quantification models The critical success factors of the value quantification process (the eight C''s of successful value models) read less

Pricing pressure has never been greater. Strategic accounts wield tremendous leverage, impacting top-line revenue and bottom-line profitability, while strategic account managers are tasked with gro... read more

Pricing pressure has never been greater. Strategic accounts wield tremendous leverage, impacting top-line revenue and bottom-line profitability, while strategic account managers are tasked with growing these accounts as opportunistic competitors wait in the wings. This competition and internal and external pressure can lead to profit-killing discounting. Attendees of this webinar will hear ideas that immediately can be put into action to reduce or eliminate discounting and create greater value for both the supplier and customer. You will learn how to: Reduce or eliminate discounting Expand relationships and create more value at strategic accounts Command price premiums and insulate yourself from pricing and profitability pressure Profitably grow strategic accounts read less

Hans Hickler talks about his perspectives on leadership of tomorrow, specifically the importance of values-based leadership and the importance of social profit in business planning and leaders taki... read more

Hans Hickler talks about his perspectives on leadership of tomorrow, specifically the importance of values-based leadership and the importance of social profit in business planning and leaders taking ownership of becoming change-makers. Understanding this will become increasingly important to sales organizations who, as trusted advisors, are helping their customers find competitiveness in the marketplace. Strategic thinkers will grasp the significance of stories Hans will tell that demonstrate how shared customer-supplier values can lead to differentiated and collaborative solutions, and even profitable co-investments having clear social benefits and accomplishments read less

Ask someone, "What is the key to your success with strategic accounts?" and you''ll often hear, "It''s the strength of my relationships with clients." But are those relationships as strong as they ... read more

Ask someone, "What is the key to your success with strategic accounts?" and you''ll often hear, "It''s the strength of my relationships with clients." But are those relationships as strong as they could be? What does it look like when a client views its relationship with you as "essential" vs. "important but not essential" or simply "worthwhile"? This webinar will cover the major components of relationships from the client''s perspective. Topics include: Chief aspects of building the highest-level essential relationships with strategic accounts Four degrees of relationship strength and a relationship strength meter so you can plot where your relationships rank with clients Where most relationships fall on the relationship strength meter, why and what you should do about it What the best people do to learn about their clients'' perceptions of their relationships Keys to success in climbing the relationship ladder''s rungs in five crucial categories This webinar is for company leaders, account leaders and strategic sellers who believe improving the strength of client relationships is central to success. read less

In 400 B.C., Sun Tzu wrote in The Art of War that the key to victory was not in defeating the enemy but in defeating the enemy''s strategy. Today victory in the marketplace means taking market or w... read more

In 400 B.C., Sun Tzu wrote in The Art of War that the key to victory was not in defeating the enemy but in defeating the enemy''s strategy. Today victory in the marketplace means taking market or wallet share from the competition, and it requires laser-focused strategy and counter-tactics specific to each competitor. Victory is more than winning the account; it means assisting the competition in losing. Many strategic account managers fail to accept this responsibility, resulting in a sub-optimized share of their account''s "spend." Attendees of this webinar will emerge with a specific competitive account strategy to engage and defeat the competition at their accounts. Advanced account management techniques will enable SAMs to outsmart and out-execute competitors without ever disparaging a competitor and/or engaging in negative selling. A good SAM would boldly execute a strategy and tactics to out-value the competition. Joining LaVon Koerner on the webinar, A.J. Novak will share how Waste Management Inc. accepted responsibility to assist competitors in losing by using competitive intelligence (setting blocks and traps for the competition), examples of how Waste Management executed several of the five competitive strategies and its utilization of the competitive tools in opportunity coaching. Other topics will include: Selecting the right competitive strategy per competitor Formulating counter-tactics to ify the efforts of a competitor''s strategy Knowing where you are the most vulnerable to a competitor and what to do about it read less

Phil Bounsall and Jeff Marr with Bernard Quancard will discuss what should be the top corporate priorities for achieving higher organic growth through SAM. Based on findings from the newly released... read more

Phil Bounsall and Jeff Marr with Bernard Quancard will discuss what should be the top corporate priorities for achieving higher organic growth through SAM. Based on findings from the newly released 2012 Report on Current Trends and Practices in Strategic Account Management conducted in partnership by SAMA and Walker, key subjects will be SAM program elements considered to have the highest correlation to growth and SAM performance as well as elements clearly preventing companies from fulfilling their potential. Other topics will include: You will learn: Having the right strategic account managers Dealing with challenges to strategic account growth Who deserves strategic account status? read less

Meeting Wall Street expectations is critical for the success of public companies. In order to meet expectations each and every quarter, companies develop practices to smooth their reported earning... read more

Meeting Wall Street expectations is critical for the success of public companies. In order to meet expectations each and every quarter, companies develop practices to smooth their reported earnings. Since a handful of customers account for the majority of revenue in many corporations, strategic/key account managers play a critical role in this process. Based on research conducted with Professor Tom Steenburgh (Harvard Business School) and Professor Craig Chapman (Northwestern), this presentation will cover the negative as well as positive consequences of these practices, including: * The central role that SAMs/KAMs play in helping companies regularly fulfill Wall St. expectations * The effects of Wall Street expectations on the relationship between SAMs/KAMs and their customers, and how short-term targets can damage long-term relationships * Conflict between finance and sales at the close of financial reporting periods * Best practices in sales pipeline management that help firms smooth earnings and consistently make their numbers read less

Learn how to build an effective Executive Sponsorship Program and keep it thriving. Executive Sponsorship Programs can create deep-rooted relationships that enhance and grow customer partnerships. ... read more

Learn how to build an effective Executive Sponsorship Program and keep it thriving. Executive Sponsorship Programs can create deep-rooted relationships that enhance and grow customer partnerships. Learn how to structure your program to prevent some of the pitfalls. Key Topics: * Creating executive management engagement and keeping them engaged * Training your SAMs on how to manage and leverage * Why a structured approach reaps more benefits * Selection and matching of customers with executives * Opportunities to leverage your supplier relationships through your procurement team * Examples of successful executive sponsors relationships * How reporting can create friendly competition and drive results read less

Emerson is known for its rigorous planning process and disciplined execution of strategies, spanning technology innovation, globalization, emerging markets, solutions, service, sales channel, indus... read more

Emerson is known for its rigorous planning process and disciplined execution of strategies, spanning technology innovation, globalization, emerging markets, solutions, service, sales channel, industry verticals, and acquisitions. The planning process and the resulting strategies are central to the company''s profitable growth and financial performance. Steve Sonnenberg, President of Emerson Process Management will share insights on Emerson''s planning and strategic focus, including the company''s highly successful Global Strategic Account Management Program. He will describe how this program has evolved and matured, share lessons learned, and discuss results of the program for Emerson and its customers. The presentation will highlight how a Strategic Account Program that is focused on addressing real customer challenges and delivering measurable business value results in a new supplier/customer relationship - a Trusted Partner. Steve Sonnenberg leads Emerson''s process management business which posted sales of $6.0 billion in fiscal 2010. He was appointed as Emerson executive vice president and the business leader of Emerson Process Management in October 2008. Since joining Emerson in 1979, he assumed a number of marketing and general management positions in Germany, London and Asia Pacific. In 2000, Sonnenberg was appointed president of Emerson Process Management Asia Pacific, and in 2002 he was appointed president of Emerson''s Rosemount division. During his tenure, he has also been responsible for several Emerson acquisitions including: Rosemount TankRadar (formerly Saab Marine), Mobrey, Damcos, and Metran. Emerson Process Management helps process industries better manage plants through intelligent control systems and software, measurement instruments, valves, and industry expertise. read less

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

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, companies need to develop responsive channels and programs. How can we introduce innovation to bring our account strategies to life and improve our performance with strategic customers? A logic-based process with creative thinking can produce fresh ideas for your team that can differentiate your organization. This session covers proven approaches to channel selection and channel management for strategic accounts that marry the analytical with the creative to push your thinking and give you new ideas you can use. We''ll draw upon our research and case studies as well as some innovative approaches to shake up your thinking on both sides of your brain. Key topics: * A process for building effective strategic account channels * Why yesterday''s approaches - and those of your competitors - don''t always work * How to inject creativity into your strategic account channel planning and sales process read less

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

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 architecture firms globally - but small in comparison to the clients they serve - is sharing the building blocks to their successful SAM methodology for a decentralized and entrepreneurial company. Key Topics: * What it means to be client centric * Steps to getting buy-in at all levels * How the leadership team and broader organization is structured * Best practices for evolving and sustaining the program read less

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

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 working relationship and account business priorities. Discuss with him the challenges of internal alignment to the customer, how an executive sponsor becomes an invaluable resource for a SAM or GAM, and how a close partnership can expedite and accelerate mutual customer-supplier business outcomes. read less

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

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 and leveraging a higher order business relevant mindset. What is it? Why does it matter? How do you find it? This session will be moderated by Philip R. Styrlund, the CEO of the Summit Group, and include a diverse mix of key executives from many different verticals. The outcome will be an engaging, candid, provocative and pragmatic exploration of why a higher order mindset can truly be the ultimate distinguisher in your market. read less

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

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 and how each set differs. He will also address coaching SAMs with various developmental needs and follow-up coaching. Rod Ribeiro, manager of national accounts at Purolator Inc. who has seven SAMs reporting to him, will share his perspective on coaching''s importance, how he coaches "in the moment" in addition to formal coaching sessions and how to use questions to gain a SAM''s buy-in. Bharmal and Ribeiro encourage webinar attendees to share their own questions and experiences. read less

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

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 struggle with building the necessary organizational capabilities to support the effective deployment of a solutions business model. Success requires that firms focus less on training the sales force in solutions sales and focus more on building tools and processes, such as customer value research, standardization of solutions modules, value quantification, and reference libraries. In his address, Kaj Storbacka will share the results of 6 years of research and consulting with leading European firms that have succeeded in this transformation, and specifically focus on what the role SAMs and GAMs is in this context. read less