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Managing the "Mothership": Leveraging & Aligning Enterprise Capabilities
Author: Phil Styrlund, The Summit Group; James Robertson, The Summit Group
Presentation Handout | February 28, 2010
A recurring theme for strategic/national/global account managers is to mobilize their own organisation around what matters most to their strategic customers. This session provides participants with a framework and tools to "manage the mothership"?building a financial business case, garnering resources and telling more compelling internal stories from the customer's perspective. You will learn: * Evaluate opportunities as a basis for understanding "good" vs. "bad" business * Secure internal business alignment * Shape the internal value proposition * Articulate a compelling business case and rally key stakeholders around an effective go?to?market plan
Available to SAMA members only
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