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APL Logistics: Creating and Aligning World-Class SAM Talent for Account Specific Objectives
Author: William Warne, APL Logistics
Presentation Handout | February 28, 2010
This is a case?based review of specific analytical tools and processes used to objectively assess your SAM organisation's capabilities relative to account management success criteria and account?specific business requirements. The presentation includes methods to assess the SAM fit for a basket of high?value global accounts and, finally, an example of how to measure the value of your gap analysis and alignment initiatives based on customer?based performance feedback. You will learn: * The tools and processes available to assess your SAM team capabilities relative to customers' specific requirements * How to create and deploy a SAM professional development programme to strengthen capabilities gaps * How to evaluate/segment SAM customers relative to group and organisational capabilities * How to set SAM development and deployment expectations with customers * How to measure SAM value using customer feedback, account performance metrics and base lining
Available to SAMA members only
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