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On-demand webinar: executive sponsorship--establishing a consistent process for senior management involvement
Author: Dennis Chapman, founder and president, The Chapman Group
Webinar | August 16, 2011
One of the keys to a successful strategic account management program is communication between executives on both sides – supplier and client – as well as internal collaboration on the part of the supplier among strategic account managers and executive sponsors. Executive sponsorship (true involvement) is a proven methodology of improving the speed and depth of account penetration. Not only is it a main driver in sustaining and growing strategic accounts, but these customers expect it.
Topics include:
• Optimizing the executive sponsor’s value and using practices and tools to leverage this resource
• Effective operating guidelines for executive sponsors within a SAM program, such as alignment, role definitions, account assignments and accountabilities
• Planning for pre- and post-call briefing
• How to best integrate the executive sponsor role into the overall account strategy and team initiatives
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