Define What Is a Strategic Account and Assess Ongoing Fit
The keys to effective strategic account planning” is a best-practice model Performance Methods Inc. has developed from our extensive client work in the strategic account management area as well as our affiliation with the Strategic Account Management Association. Chances are, if you’ve recently gone to a SAMA event, you even may have attended a session bearing the same name. This model, based on 10 critical best-practice areas, establishes a SAM execution framework. In this article series, we will “unpack” each key and provide insight into how global industry leaders achieve SAM excellence through effective implementation of best practices.
By Steve Andersen, President and founder, Performance Methods Inc.