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.
As the procurement of services becomes increasingly centralized, winning business means all or nothing. Building close relationships with your top customers is the secret to growing profitability in these challenging times. In this Mercuri International white paper you get insights into what successful Strategic Account Management is and how it leads to a measurable impact on business results.
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.