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Organizational Enablers of a Strategic Customer Relationship
Author: Mike Bukovitz, Schneider Electric; Bernard Quancard, SAMA; Rosemary Heneghan, IBM
Presentation Handout | May 15, 2011
Strategic customer management does not rest exclusively on the talent of the strategic account manager. The whole organization has a significant role to play to facilitate and support the SAM process and hence to obtain superior business results. Discuss the practical aspects of these critical organizational enablers from sometimes differing executive management and SAM perspectives. Learn how to: * Understand and prioritize the key organizational enablers that facilitate the SAM process * Practically consider how a strategic account manager will draw on (and depend upon) these enablers to optimize results at the customer * Anticipate the barriers and obstacles that can hinder these enablers and to find/propose solutions to prevent or remove them * Summarize a road map of enablers for your company that will ensure strategic account business success
Available to SAMA members only
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