What are the barriers to organisational change?

The first barrier to change is most people don't like change. They tend to stick to what they know and what worked before. However, change is happening: like it or not.

Account Management, Change, Gary PeacockGary Peacock7 April 2017SAM, Strategic Account Management, AM, Account Management, KAM, Key Account Management, Organisational Change, Change, Barriers to change, Price Pressure, Short-term, Long-termComment

What changes would drive you to manage your accounts more strategically?

The business environment is constantly changing. These changes in markets, competition and technology are hurting the results of many companies.

The priorities for companies are to create superior customer value, retain high-value customers, be more innovative and be more efficient. However, there is immense pressure to drive down operating costs, compete increasingly on price, and respond to rising customer demands.

Many companies find it impossible to respond to change and simultaneously pursue strategic priorities. So, they end up mainly reacting to change.

How can you use these changes to your advantage and find opportunities for improving your business results?

Gary Peacock, Account Management, SAMGary Peacock16 February 2017SAM, Strategic Account Management, AM, Account Management, KAM, Key Account Management, Organisational Change, Change, Change Management, Markets, Competition, Technology, Internal, ExternalComment

Why manage accounts strategically?

Managing accounts strategically is a proven way to systematically monitor changes in your customers and competitors and make strategic choices for the future. Companies across many industry sectors have successfully applied the Strategic Account Management (SAM) framework to drive relentless positive change in their business.

So, what are the benefits of working more strategically?

Gary Peacock, Account Management, SAMGary Peacock9 January 2017SAM, Strategic Account Management, AM, Account Management, KAM, Key Account Management, Organisational Change, Change, Strategic, Business Results, Profits, Revenue, Products, ServicesComment

Why is executive sponsorship so important in change initiatives?

Executive sponsorship is any change initiative is imperative to success. It is just one of the five risks to managing the change: implementing strategic account management, as discussed in 'What are the risks with organisational change?'

With a SAM program the entire business must own major accounts. There must be genuine commitment and active involvement from the Chief Executive Officer (CEO) and other senior executives..

Account Management, Gary Peacock, SAMGary Peacock2 December 2016Account Management, AM, Key Account Management, KAM, Strategic Account Management, SAM, B2B, Change, Organisational Change, Executive Sponsorship, Account ManagersComment

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