Strategic Account Management Blog

Preview: IBM-Issues and Challenges in Managing Global Accounts from SAMA on Vimeo.

This video is a preview of the information covered in Session 25 at SAMA’s 2010 Annual Conference in Chicago.

Description:
Management systems for global accounts help account managers and their teams fulfill coverage requirements and find new customer opportunities. This session will share IBM’s use of account management processes to work across a vast enterprise of competing priorities and address the challenges inherent in managing a global client across a country-focused organization.

Preview: Organizational Challenges in Managing Large Global Projects

Lee Pryor, President of ESSAYONS! Consulting, Inc. delivers a preview of his session at SAMA’s Pan European Conference, February 28-March 2, 2010.

The session highlights the challenges strategic account organizations face in managing large programs and projects for their key customers, with emphasis on how to organize strategic account programs and projects. Teaming issues also will be addressed along with options for funding methods. Case studies and examples will be used.

SAMA has added strategic account management models to its list of high-priority topics. We are referring to the 30,000 foot view on how program directors and executives should structure a SAM programs or offerings to best fit the profiles of their companies and customers. George Yip, a frequent SAMA speaker, defines the various models of global account management in this YouTube video:

http://www.youtube.com/watch?v=Hin8SleAGH0

George is the co-author with Audrey M. Bink of Managing Global Customers (Oxford University Press 2007). 

Attention globe-trotting account managers and executives: The Chinese government recently announced an easing of its restrictions for business visas. No longer are business travelers required to obtain the Authorized Notification form from the Chinese government. Also, hotel and plane ticket reservations are also no longer required with the application. However, an invitation letter from your counterparts in China is still a requirement. And there’s more: the Chinese Consulate offices will begin issuing one-year multiple-entry Visas to China on a case-by-case basis.

 The United States—China Chamber of Commerce has a helpful online guide to the new requirements: http://www.usccc.org/newhome/passport10.asp. Contact the Chamber with further questions at info@usccc.org.