The Seven Keys to Managing Strategic Accounts

Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest most critical customers--their strategic accounts. Drawing on the expertise of S4 Consulting Inc. a leading-edge provider of strategic account consulting and Miller Heiman a global sales training leader serving many Fortune 500companies this how-to book shows how many of todays market leaders have learned to focus on their most profitable customers avoiding or overcoming common errors before they become relationship-crippling disasters. Placing its total focus on the design and implementation of cost-effective strategic account management programs this hands on book provides: A world-class competency model for strategic account managers Techniques for developing a program to manage and grow "co-destiny" relationships Examples and cases from Honeywell 3M and other leading corporations