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Managing your top customers for retention, growth and profitability
Author: William Hortz, chief executive officer and president, Strategic Account Management Solutions Inc.
Velocity Magazine | January 2, 2012
Strategic account management is the art and science of maximizing your business's most important asset: your top clients. SAM's science is not in leaving relationship-building results to chance or serendipity but in establishing repeatable processes and programs to manage top relationships and constantly measure and analyze results, and SAM's art is in the soft skills used to build professional and personal bonds with top clients.
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