In business-to-business marketing, account relationships are essential to long-term success. Key account programs give companies the opportunity to contact their customers at regular intervals and build relationships. To manage the process effectively, it is important to take a long-term view of the relationship, rather than focusing on short-term goals. It...
Account management is the proper control of customer accounts. Its value is measured in the ability to generate sales and taking care of customer service problems. Its objective is the long-term retention of customers, particularly those who contribute most to company profits. Outsourcing account management is clearly an option to...
To succeed in key account management, sales staff need to change their role and their objective. Instead of pursuing short-term profit, they must concentrate on managing customer relationships and understanding the customer’s whole business. Account managers have two important roles—account support and account development. Successful account management requires a wide...
80% of a typical business’s income comes from just 20% of its customers. So does it make sense to dedicate time and resources to keeping that 20% satisfied? Absolutely! But satisfied may not be enough. You also need to ask yourself, “How can we better serve the needs of our...
This paper examines thoroughly the procedures and factors that have to be examined by the selling companies in order to establish successful Key Account Management KAM practices. The paper analyzes and discusses the different aspect of key account management and, based on the literature examined, offers some insights of the...
MINNEAPOLIS -- Ceridian Corporation (NYSE:CEN) has named Greg Hawes senior vice president of HR/Payroll account management, where he will lead the account executive team.
Some of the finest minds of our generation worked hard to make the new BNET intuitive and easy-to-navigate, but for those who were used to the old site -- or those who would rather let us do the driving -- this post will help you get reoriented. On the BNET...
VANCOUVER, Wash. -- Dotster, Inc., one of the world's largest ICANN-accredited domain registrars, today announced that it has successfully implemented a new account management interface to its customer base.
This paper answers the three questions. What is account management? What skills and talents are required to excel in account management? And what activities must be performed to maximize Account Management return on investment? Account management is actually a synonym for account penetration. Just because you have sold one product...
Account management has a rich tradition starting in the early 1960's. At the same time, the concept is still ill defined and under-researched. Consequently, some basic research questions remain unanswered. This paper takes a new perspective and examines account management from a strategic competence-based point of view. It studies the...
This paper displays the case of a client that is a European player in the software industry. The case focuses on strategies and measures taken to access new clients via already existing customers in saturated markets snowball marketing. It demonstrates how key-account and sales activities were optimized by means of...
Metrics are the specific checkpoints within an account rating system that "drive" account servicing strategy and tactics. This article discusses the formula of metric based account management leading to success and measures necessary in achieving the daily key account servicing challenges. It focuses on the importance of Account Rating System.
Emphasis on Customer Relationship Management in recent years has broadened the scope of Key Account Management KAM and increased its complexity. Previous researches have focused on various issues covering strategy, process, implementation, performance metrics and organization structure for KAM. However, the treatment is mostly generalized (in some cases specific to...
Are you bringing all the resources of your company to bear in your relationships with your most important customers? If so you are in a small minority. This interview focuses on the different aspects of strategic account management, how it is evolving and the advantages of taking the right approach...
This conceptual paper explores the meaning of value within the context of Key Account Management KAM. It briefly presents the emergence of Key Account Programs, identifying that they have not traditionally been linked to the notion of value. We go on to present value as it is currently explored in...
Effective sales techniques don't matter much when there is a monopoly. But they suddenly become very important when the market in which one operates is deregulated. Facing this exact scenario three years ago, Swiss Post turned to Siebel Systems. By standardizing on Siebel Sales and training its Strategic Account Executives...
Under intense pressure to cut costs, banking institutions need IT architectures that are technically capable and open to new business models, as shown by the trend to outsource business areas. The business area of contract and transaction services must offer mass and real-time processing, high performance, and quick reaction to...
As businesses move into another era of the global economy - one driven by proven supplier ROI - measurements that provide immediate direction and correction are required. Metrics are the science side of selling and strategic account management and will be the focus of this article. It shares approaches and...
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