Managing Global Accounts

Learn to effectively manage your global accounts from global account authorities! With practical and proven insight for developing and maintaining a global account program, "Managing Global Accounts" delivers invaluable tips for selecting global accounts, developing line organization, securing senior management commitment, finding effective account managers, demonstrating value, optimizing the global account relationship, and more.

Table of Contents:
Chapter 1: Introduction. Chapter 2: Critical Success Factors for Global Account. Chapter 3: Establishing the Scope of Global Account Management. Chapter 4: Securing Senior Management Commitment. Chapter 5: Nominating and Selecting Global Accounts. Chapter 6: Developing the Line Organization for Global Account Management. Chapter 7: Securing Effective Global Account Managers. Chapter 8: Developing Effective Global Account Plans. Chapter 9: Global Account Management and Infrastructure. Chapter 10: Ability to Incremental Demonstrate Value to the Company and the Client. Chapter 11: Alignment. Chapter 12: Optimizing the Global Account Relationship.

Review :
"Iave seen it from both sides of the desk. Increasingly all firms are impacted by globalization. Key account management is tough enough--managing global accounts is even tougher. Capon, Potter, and Schindler lay out a comprehensive roadmap for managing global accounts. Done right, global account management provides value to supplier and to global customer. The authors show how to do it." "This book addresses a very important topic in customer management and will undoubtedly become an essential component of every global account manageras toolkit. The authors offer a clear step-by-step guide on how managers can proactively conceive, design, and implement effective and profitable global account management programs." "Ive seen it from both sides of the desk. Increasingly all firms are impacted by globalization. Key account management is tough enough--managing global accounts is even tougher. Capon, Potter, and Schindler lay out a comprehensive roadmap for managing global accounts. Done right, global account management provides value to supplier and to global customer. The authors show how to do it." "I've seen it from both sides of the desk. Increasingly all firms are impacted by globalization. Key account management is tough enough--managing global accounts is even tougher. Capon, Potter, and Schindler lay out a comprehensive roadmap for managing global accounts. Done right, global account management provides value to supplier and to global customer. The authors show how to do it." "An indispensable how-to book for CEOs who lead global companies and, even more importantly, for those who aspire." "I?ve seen it from both sides of the desk. Increasingly all firms are impacted by globalization. Key account management is tough enough--managing global accounts is even tougher. Capon, Potter, and Schindler lay out a comprehensive roadmap for managing global accounts. Done right, global account management provides value to supplier and to global customer. The authors show how to do it." "Implementing global account management is not easy. In a unique partnership of the business world with academe, Capon, Potter, and Schindler lay out a comprehensive roadmap for developing a global account program. If you are trying to support your global customers, I recommend you read and use this book. You will save yourselves time and many missteps as you learn from the myriad of insights the authors provide."