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Managing Complex Accounts Without Direct Authority
Author: Robert F. Box, Mercuri International
Presentation Handout | March 20, 2011
Customers expect an effective, seamless interface with suppliers, yet often the complexity of multinational or global companies makes it difficult for account managers to live up to this expectation, particularly when they are working internally across multiple businesses and/or geographies. This session offers insights and approaches to internal company navigation and influence without any direct authority, to align supplier capabilities and resources to the customer. Learn how to: * Use practical examples of how to deal with multinational and global complexity in account management * Build common purpose, establishing working approach and consistent positioning * Understand business culture differences * Improve alignment and efficiency of account teams
Available to SAMA members only
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