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The keys to effective strategic account planning: Key 1--define "What is a strategic account?" and assess the ongoing fit
Author: Steve Andersen, president and founder, Performance Methods Inc.
Velocity Magazine | May 15, 2011
Our work with clients has taught us much about the importance of defining strategic/key accounts and communicating this effectively both internally and with the selected customers. Experience shows that the account selection process is typically ongoing and a critical component of any successful strategic account management program.
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