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MCI: Hyper-Growth and the Need to Launch a Global Accounts Programme
Author: Dev B. Sharma, Director, Global Accounts, MCI
Presentation Handout | February 28, 2010
Today, MCI is a leading global event management company with 35 locations worldwide serving customers globally ... But it wasn't always like that. While the company was founded in 1987, from 2004?2008 the company experienced hyper?growth of 30%?40% per year and the need for a global account management programme was becoming a business necessity. In mid?2006 the first phase of the programme was launched. You will learn: * Learn how the programme was designed and rolled out from square one, starting by choosing the "right" GAM model for the company * Gain awareness of the challenges felt in organisational alignment and arbitrating resource allocation * Investments into developing the skill sets of GAMs ? a different breed required! * Business outcomes two years into the programme
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