Why do we need Strategic Account Management?
“Faced with a choice between changing our mind and defending our position, most people get busy defending their position.”
Global business is changing, and changing fast. Your major accounts, your top customers, want to work with you differently, with a clear focus on getting better. Your competitors are fighting on price and new and different competitors continue to emerge. For many companies this means less revenue, margin and profit.
In these challenging times, if you are looking for ideas to improve your business, then one area that the best companies focus on is their greatest asset - their most strategically important accounts. In the B2B environment, you must as a business imperative manage your top B2B accounts, your best customers differently. Don't lose them, help them grow, and create joint value so price becomes part of the mix, not the only discussion.
Download our ebook and determine if your company needs to manage your top accounts differently.