Integrated Account Management

Author : Diana Woodburn,Malcolm McDonald
Publisher : John Wiley & Sons
Page : 497 pages
File Size : 54,5 Mb
Release : 2012-11-13
Category : Business & Economics
ISBN : 9780470974735

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Key Account Management by Diana Woodburn,Malcolm McDonald Pdf

"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.

Author : Mark A. Peck
Publisher : AMACOM/American Management Association
Page : 318 pages
File Size : 51,7 Mb
Release : 1997
Category : Business & Economics
ISBN : 0814403336

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Integrated Account Management by Mark A. Peck Pdf

This text features a proactive and personal approach that creates mutually beneficial customer relationships. Advice is given on how to select appropriate clients for the IAM system, how to hire and train an account management team, and how to conduct workshops to discover the needs of customers.

Author : Mike Berry
Publisher : Gower Publishing, Ltd.
Page : 268 pages
File Size : 55,8 Mb
Release : 1998
Category : Business & Economics
ISBN : 0566079607

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The New Integrated Direct Marketing by Mike Berry Pdf

The author makes the case for direct marketing progressively dominating all marketing communications, not in terms of execution, but in attitude of mind and overall strategic viewpoint.

Author : Diana Woodburn,Kevin Wilson
Publisher : John Wiley & Sons
Page : 540 pages
File Size : 55,5 Mb
Release : 2014-03-17
Category : Business & Economics
ISBN : 9781118509074

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Handbook of Strategic Account Management by Diana Woodburn,Kevin Wilson Pdf

A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM). This handbook is a compilation of papers that present researched knowledge of SAM across the academic community which fills a void in the existing academic literature. Handbook of Strategic Account Management identifies drivers of the SAM approach, key issues and success factors, operational needs and areas still awaiting exploration. Each paper includes an overall referenced summary of the tenets of SAM relevant to the area it reports, and together with the combined list of references, it creates an indispensable resource for academic readers, students, and researchers. Handbook of Strategic Account Management is written by over 40 knowledgeable experts with substantial experience of SAM from teaching, researching, writing and advising companies on why and how it works, spread widely across Europe and the US. It represents the balanced, researched body of knowledge in SAM and will be an invaluable resource to anyone exploring the approach, whether for a student thesis, for original research or for answers on how to approach SAM as a company initiative. "Today’s strategic, key and global account management professionals owe thanks to a small community of academic researchers who, over the past three decades have been pioneers in identifying, cataloguing and analyzing the selling and business management practices of an emerging profession we now call strategic account management. This Handbook is an important milestone to mark SAM’s still evolving impact on corporate business strategies and its ever-increasing relevance as a proven engine for growth in business-to-business strategic customer relationships." Bernard Quancard,President & CEO of SAMA (US-based Strategic Account Management Association with over 3,000 members worldwide) Yana Atanasova Bjorn Ivens Toni Mikkola Ivan Snehota Audrey Bink Ove Jensen Stefanos Mouzas Kaj Storbacka Per-Olof Brehmer Robert Krapfel Peter Naud頠 Olavi Uusitalo Noel Capon Antonella La Rocca Jukka Ojasalo Tom Vanderbiesen Simon Croom Sylvie Lacoste Catherine Pardo Stefan Wengler Osman Gök Nikala Lane Nigel Piercy Kevin Wilson Paolo Guenzi Régis Lemmens Michael Pusateri Diana Woodburn Stephan Henneburg Tommi Mahlamäki Jakob Rehme John Workman Sue Holt Malcolm McDonald Sanjiy Sengupta George Yip Christian Homburg Florin Mihoc Christoph Senn Judy Zolkiewski

Author : Stefan Wengler
Publisher : Springer Science & Business Media
Page : 309 pages
File Size : 41,7 Mb
Release : 2007-11-06
Category : Business & Economics
ISBN : 9783835093553

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Key Account Management in Business-to-Business Markets by Stefan Wengler Pdf

Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, he gives a comprehensive overview on the key account management conception and its controlling tools.

Author : Joel Le Bon,Carl Herman
Publisher : Business Expert Press
Page : 82 pages
File Size : 52,5 Mb
Release : 2015-05-07
Category : Business & Economics
ISBN : 9781631571756

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Key Account Management by Joel Le Bon,Carl Herman Pdf

Now more than ever, companies are faced with a critical and challenging truth. Today’s customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers must make dif cult choices to determine how to allocate limited resources, including which customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything but straightforward, and the business world is filled with examples of key account programs that have not achieved the expected results. This book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts. By leveraging up-to-date research, testimonials drawn from interviews with experienced practitioners, best practices of successful companies, along with straightforward practical guide- lines for executives and sales leaders, this book can serve as an instruction manual and toolbox for organizations working to achieve success through their key account strategies to meet the demand of their key customers.

Author : R. David Whitby
Publisher : CRC Press
Page : 395 pages
File Size : 43,8 Mb
Release : 2022-09-21
Category : Business & Economics
ISBN : 9781000683813

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Lubricant Marketing, Selling, and Key Account Management by R. David Whitby Pdf

The global lubricants market exceeds $110 billion, with strong future-estimated annual growth projections. While much has been written about the technical aspects of lubricant development, Lubricant Marketing, Selling, and Key Account Management fills a need for a comprehensive guide on the important commercial aspects of the business, offering unique and valuable insights from a veteran of the industry. It answers questions and offers insights on how to effectively market and sell all types of lubricants, including automotive, industrial, mining, marine, agricultural and aerospace, among others. Covers how and why people and companies buy lubricants. Instructs readers how to research and analyze markets and use the results to plan marketing and sales campaigns and activities. Details how to identify specific target market segments and sell to key lubricant accounts. Discusses how to forecast future demand for lubricants in all types of global markets. This practical book is written for technical and non-technical readers involved in the sale and management of lubricant products and offers hands-on guidance for how to successfully navigate and grow your profitability in this vitally important product sector.

Author : Bev Burgess,Tim Shercliff
Publisher : Kogan Page Publishers
Page : 305 pages
File Size : 50,7 Mb
Release : 2022-11-03
Category : Business & Economics
ISBN : 9781398607453

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Account-Based Growth by Bev Burgess,Tim Shercliff Pdf

Develop long-term relationships, deliver market-beating growth, and create sustainable value with this pragmatic guide to aligning marketing, sales, customer success and your executives around your most important customers. Many B2B companies make half their profitable revenue from just three percent of their customers, yet don't recognize the significance of these accounts, nor invest appropriately in them. Account-Based Growth introduces a comprehensive framework for improving internal alignment and external engagement with these vital few. It contains bullet-pointed takeaways at the end of each chapter plus a comprehensive checklist to help you improve your own company's approach to its most important customers. Each element of the framework is brought to life through viewpoints from industry experts and case studies from leading organizations including Accenture, Fujitsu, Infosys, SAP, Salesforce, ServiceNow and Telstra.

Author : James F. Stewart
Publisher : Unknown
Page : 18 pages
File Size : 50,8 Mb
Release : 1983
Category : Electronic
ISBN : NASA:31769000563059

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Project Management Techniques for Highly Integrated Programs by James F. Stewart Pdf

Author : Javier Marcos,Mark Davies,Rodrigo Guesalaga,Sue Holt
Publisher : Kogan Page Publishers
Page : 353 pages
File Size : 55,6 Mb
Release : 2018-08-03
Category : Business & Economics
ISBN : 9780749482763

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Implementing Key Account Management by Javier Marcos,Mark Davies,Rodrigo Guesalaga,Sue Holt Pdf

Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies. Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.

Author : Piyush Solanki
Publisher : Global India Publications
Page : 324 pages
File Size : 51,5 Mb
Release : 2009
Category : Cost control
ISBN : 938022852X

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EARNED VALUE MANAGEMENT: Integrated View of Cost and Schedule Performance by Piyush Solanki Pdf

This book is organized with a brief overview of EVM, highlighting the key management questions EVM can help answer and exploring where EVM fits into the projet management universe. It also emphasizes EVM Performance Analysis and contains the basic elements of Earned Value Management. This book also outlines basic EVM practices in their project management context and shows how EVM practices facilitate project planning and control for better management of project cost and schedule performance.

Author : Robert Kepczynski,Alecsandra Dimofte,Raghav Jandhyala,Ganesh Sankaran,Andrew Boyle
Publisher : Springer
Page : 474 pages
File Size : 41,9 Mb
Release : 2018-07-23
Category : Business & Economics
ISBN : 9783319900957

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Implementing Integrated Business Planning by Robert Kepczynski,Alecsandra Dimofte,Raghav Jandhyala,Ganesh Sankaran,Andrew Boyle Pdf

This book provides comprehensive guidance on leveraging SAP IBP technology to connect strategic (to be understood as long term SC&O), tactical and operational planning into one coherent process framework, presenting experience shared by practitioners in workshops, customer presentations, business, and IT transformation projects. It offers use cases and a wealth of practical tips to ensure that readers understand the challenges and advantages of IBP implementation. The book starts by characterizing disconnected planning and contrasting this with key elements of a transformation project approach. It explains the functional foundations and SAP Hybris, Trade Promotion Planning, Customer Business Planning, ARIBA, and S/4 integration with SAP IBP. It then presents process for integrating finance in IBP. Annual planning and monthly planning are taken as examples of explain Long term planning (in some companies labeled as strategic). The core of the book is about sales and operations planning (S&OP) and its process steps, product demand, supply review, integrated reconciliation and management business review, illustrating all steps with use cases. It describes unconstrained and constrained optimized supply planning, inventory optimization, shelf life planning. We explain how to improve responsiveness with order-based allocation planning, sales order confirmation, and big deal / tender management coupled with simultaneous re-planning of supply. The book closes with a chapter on performance measurement, measurement of effectiveness, efficiency, and adherence.

Author : Kevin Wilson,Nick Speare,Samuel J. Reese
Publisher : Kogan Page Publishers
Page : 272 pages
File Size : 53,6 Mb
Release : 2002
Category : Business & Economics
ISBN : 0749436042

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Successful Global Account Management by Kevin Wilson,Nick Speare,Samuel J. Reese Pdf

Based on a major global research study into Global Account Management (GAM), Successful Global Account Managment shows companies how to adopt a radically different approach to dealing with their key accounts to operate as truly global suppliers.

Author : Marek Bugdol,Piotr Jedynak
Publisher : Springer
Page : 199 pages
File Size : 45,7 Mb
Release : 2014-08-16
Category : Technology & Engineering
ISBN : 9783319100289

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Integrated Management Systems by Marek Bugdol,Piotr Jedynak Pdf

Examining the challenges of integrated management, this book explores the importance and potential benefits of using an integrated approach as a cross-functional concept of management. It covers not only standardized management systems (e.g. International Organization for Standardization), but also models of self-assessment, as well as different types of integration. Furthermore, it demonstrates how processes and systems can be integrated, and how management efficiency can be increased. The major part of this book focuses on management concepts which use integration as a key tool of management processes (e.g. the systematic approach, supply chain management, virtual and network organizations, processes management and total quality management). Case studies, illustrations, and tables are also provided to exemplify and illuminate the content, as well as examples of successful and failed integrations. Providing a particularly useful resource to managers and specialists involved in the improvement of organizational performance, this book is also intended for top managers, functional managers, project managers, specialists, consultants, and those who wish to improve the efficiency and effectiveness of management. It also offers a helpful guide to academics and students interested in quality and risk management.

Author : Peter Cheverton
Publisher : Kogan Page Publishers
Page : 344 pages
File Size : 47,5 Mb
Release : 2004-11-03
Category : Business & Economics
ISBN : 9780749448851

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Key Account Management in the Financial Services Industry by Peter Cheverton Pdf

Peter Cheverton's Key Account Management (3rd edition 2004) has established itself as the leading book on the subject. The idea for this new book was prompted by the huge up-take for his KAM Masterclass seminars and workshops from sales and marketing people in FS companies all over the world. It follows a similar structure to the original book, but offers specific advice on marketing and selling financial products, with real-world examples and case studies from FS companies around the globe. Compiled from original in-depth research and interviews, the book is divided into seven parts and is designed to take the reader through the process of understanding, analysis, planning, implementation and performance monitoring, so it can be used as a 'before, during, and after' guide to practical implementation. With areas covered such as the changing environment in financial services; the buying process; competitor replacement strategies; identifying key accounts; meeting the customer's needs; E-commerce and the Internet; and management of non key accounts, this book is a must-have for anyone working or studying in this field.