Strategic account management is not just a plan to service your large customers. It is
much more than that and, done right, its upside can be huge.
Enterprise-wide,
Strategic account management goes beyond the sales force; it can involve a
variety of organizational functions from service to finance. It focuses on
relationships with a select few customers based on strategy rather than tactics;
and it looks toward developing long-term, mutually beneficial partnerships that
result in significant business value for both.
Not
every big customer is a candidate however. Strategic account planning experts
advise you choose your Strategic account management partners carefully and
deliberately. You will need to dig deep to determine if you have a trusting
relationship and more to gain by working together than working separately or in
the status quo. To create and sustain joint value, you must identify and
address major opportunities and agree upon guidelines for interaction at all
levels of leadership.
Strategic
account planning brings the greatest returns when the belief in the power of
partnership is firmly fixed throughout the organization.
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