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Diagnosing Your Company's Barriers and Obstacles to Strategic/Key Account Execution
Author: Bernard Quancard, Strategic Account Management Association; David Atkinson, Four Pillars Consulting Group; Ron Davis, Zurich Financial Services; Hubert Faucher, Essec Business School; Hajo Rapp, Siemens; Dietmar Steinbach, Nexans; Philip Styrlund, The Summit Group
Presentation Handout | March 14, 2011
Business results through efficient strategic account execution require talent, organisational enablers and the maximum removal of barriers and obstacles. In this session, SAMA CEO Bernard Quancard will moderate a discussion and exchange on the most important practical barriers and obstacles to strategic/key account execution. The audience will be invited to vote on its top three barriers. A number of practitioners and subject experts will discuss the barriers and propose positive directions for overcoming them by examining real case examples and the related business outcomes. Learn how to: * Frame a holistic view of the critical enablers of successful strategic/global account management organisations * Share with your peers the top challenges within each of the key enablers that typically inhibit efficient execution, such as poor C-level engagement, poor account and enterprise alignment and poor account selection criteria. * Capture takeaways on business outcomes that can be obtained by focusing on the key enablers and the successful removal of barriers and obstacles.
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