RSS
FIND A RESOURCE
I am looking for:
Company Alignment: The Critical Role of the Central SAM/GAM Programme Office (PANEL ROUNDTABLE)
Author: Michael Moorman, ZS Associates; Ron Davis, Zurich Insurance Company Ltd.; Francoise Nie, Alstom; Michael Wiedemann, DHL Global Customer Solutions
Presentation Handout | March 31, 2011
Company-wide alignment for strategic accounts is a very complex objective, frequently attempted across a highly matrixed environment. Due to all the moving parts touching a customer that resides within different countries, business units and functions, enterprise alignment can be an elusive achievement if it is not championed by a central group or office providing leadership, management and operational support. In this session, practitioners from different firms and industries have the opportunity to discuss what are the best approaches and practises for achieving company alignment essential to meeting the demands and requirements of key and global customers. Learn how to: * What are the key processes (pricing, resource allocations, budget discussions, etc.) that necessitate solid alignment? * How does and how should the central office facilitate the efficient management of these key processes? * What are the key hurdles and issues, with examples of how the central office actions have helped in resolving them? * How can/should the C-level ensure full support to the central office and boost the C-level?s facilitating role?
Available to SAMA members only
Please Leave a Comment
Featured Resource
Strategic Account Manager Competency Assessment
SAMA’s new Competency Assessment Tool helps Strategic Account Managers understand and measure the necessary skills to work strategically with their most complex customers. By evaluating performance against a defined set of best practices, this tool helps SAMs and their manager/s build a personal development roadmap to achieve their desired results.
Featured Event
June 18-21, 2012 | SAMA University Northeast
Intensive, full-day courses with established SAM experts will expand your knowledge and capabilities to a new level of understanding. Come for one to four days of concentrated knowledge building and leave with a deeper understanding and an expanded toolbox of skills.
