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Critical Management Building Blocks for Planning an Effective Strategic Accounts Program
Author: Michael Stevens, Performance Methods, Inc.
Presentation Handout | April 25, 2010
If you are considering a new approach to a few selected strategic customers, launching a strategic accounts program or seeking to drive your program to the next level, this session combines insights and work-group experience to address four critical building blocks of your SAM initiative: 1) setting the program strategy and value proposition, 2) executive sponsorship and support, 3) account selection criteria and 4) internal and external alignment. You will learn: * A full SAM program overview for design and implementation * Best-practice insights, tools and work-group takeaways on strategy, top-level engagement, selecting the right accounts and alignment * Workshop exercises with your peers focused on helping to move your program to the next level
Available to SAMA members only
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