Learn how Mercuri International applied the "Competence Clock" approach to design and implement a training program for a consumer goods company. The program brought a large increase in KAM and negotiation skills which led to an increase of 15% in turnover in two years.
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Learn more about the bow tie approach to KAM from Dave Cusdin, Industry head IT and Technology at Mercuri International. This short video explains how to set up your organization for efficient Key Account Management.
Dave Cusdin, technology sector expert at Mercuri International, talks about the most important aspects of successful Key Account Management
"Important aspects of Key Account Management" video with Dave Cusdin http://vimeo.com/35009317
Key account management is a complex task. Doing it right requires commitment and, above, all, preparation. In this Mercuri International white paper, we outline 20 ways to get the most out of relationships with your top customers.
This case study shows how Mercuri International has helped one of the world's most prominent companies and Europe’s largest technology conglomerate to form closer and more effective relationship with key accounts and hence increase cross selling across different regions and industries. Managed accounts are now growing at twice the rate as non-managed accounts.
Article by Velocity Reprint (Strategic Account Management Association - SAMA) on re-engineering strategic account planning at Hewlett Packard: Five lessons from the front line
Focus: Account Manager - a supplement to Velocity - the magazine of the Strategic Account Management Association (SAMA)
This article details the 10 step approach to Key Account Management at Philips.