Many companies discover their largest accounts are transactional. They generate high revenues; however, place minimal value on the relationship and minimal value on your company's products and services. They are not interested in developing a strategic relationship with your executive team and if they do it is only to discuss getting reduced prices.

So, how should you best handle these accounts?

Account Management, Gary Peacock, SAMGary Peacock20 October 2016Account Management, AM, Key Account Management, KAM, Strategic Account Management, SAM, Transactional, Partnership, value, Price Pressure, Business Relationships, B2B, Revenue, ProfitComment

How to pick a winner?

In business, with your customers, how do you pick winners? By winners we mean profitable and loyal customers. Similar to horse racing don’t listen to what customers say, you win by watching ...

Gary Peacock, SAMGary Peacock6 June 2014Account Management, Key Account Management, Strategic Account Management, Business Relationships, Margin, Partners, Segmenting, Transactional, Value, WinnersComment