The Seven Keys to Managing Strategic Accounts

Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers

The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts. Drawing on the expertise of S4 Consulting, Inc., a leading-edge provider of strategic account consulting, and Miller Heiman, a global sales training leader serving many Fortune 500companies, this how-to book shows how many of today's market leaders have learned to focus on their most profitable customers, avoiding or overcoming common errors before they become relationship-crippling disasters.

Placing its total focus on the design and implementation of cost-effective strategic account management programs, this hands on book provides:

A world-class competency model for strategic account managers
Techniques for developing a program to manage and grow "co-destiny" relationships
Examples and cases from Honeywell, 3M,and other leading corporations

Customer Reviews:

Make sure you have a program that really works�

By "drrparks" - September 15, 2003

In today's marketplace key account (relationship) management is imperative. With the ever changing/increasing demands placed on these accounts it is even more important to develop a focus and a strategic game plan behind them. This book is a must read and a must have on your bookshelf. It's laid out in a friendly manner (the seven keys) and is easy to read. Whether you currently have a strategic account management program in place, are looking at implementing a new program, or are looking how to fine-tune an existing one -- the 7 Keys to Managing Strategic Accounts will help you in the process. Make sure you have a program that really works!

Common-Sense Guidance Just in Time!

By "dfeldmann3" - May 8, 2003

We just launched what we thought was a
strategic account program for our largest
customers last year, but I just learned
from this book that it's actually a key
account program in disguise.Now we can use the authors' common-sense
guidance to focus on the customers who
truly have strategic potential, align our
entire company behind the initiative instead
of just the sales force, and set up an
account manager development program that
really works. Great job!David S. FeldmannProduct Manager, Legal & Business Products
The Bureau of National Affairs, Inc.

The Guide for Strategic Account Mangement

By R. Knight - January 17, 2005

This is a very educational book that every company should read and buy into before attempting a SAM program. I enjoyed the real world exmaples even though they did sometimes leave me feeling a bit 'sold to'(and I usually like that!)

But the reason I've only given this book 4 stars is that it's written very much for the analytical reader, an MBA who absorbes information would love this book. But I am not one of those and would like to have seen a higher emotional content and some more human aspects.

This however should not stop you from buying this book. In fact if you are considering a Strategic Account Management program you MUST read this now.

AVAILABILITY
Merchant	Format	Price
Amazon US	Paperback	$1.47 - $27.95
eBooks.com	Digital (PDF)	$27.95
BookByte	Paperback	$38.15
eCampus	Paperback	~~$21.32~~ discount!