Posts tagged Managing B2B customers

What are the risks with organisational change?

How do you manage organisational change with Strategic Account Management (SAM)?

Introducing a SAM program into your organisation must be treated as a major change initiative. Treating the project as purely a sales project is setting yourselves up for failure.

A SAM program takes time to get results and is an initiative to change organisational culture.

Account Management, Change, Gary PeacockGary Peacock17 November 2016Account Management, AM, Key Account Management, KAM, Strategic Account Management, SAM, B2B, Managing B2B customers, Change, Organisational Change, Executive Sponsorship, Action, CultureComment

The Year of the Goat and your top accounts

Welcome, and yes we are now in the Year of The Goat and the goat comes 8th in the Chinese zodiac calendar.

Most searches of the meaning of the year of the goat is centred on people who are calm, well-mannered and live peaceful existence. The Year of the Goat will be anything but calm and peaceful for you and your strategic accounts.

Stephen Kozicki, SAMStephen Kozicki13 February 2015Speed, Haste, Persuasion, Planning, Framing, Competitive Threat, Accounts, SAM, Strategic Account Management, Account Management, AM, Key Account Management, KAM, Managing B2B customers, Losing customersComment