The perfect supplementary text for any global account management course!
In recent years, many corporations large and small, based in many countries around the world, have developed key, strategic, and global account management programs. Correspondingly, business schools, consulting organizations, and the Strategic Account Management Association (SAMA) offer courses for practicing managers. Additionally, business schools provide courses for graduate and undergraduate students, often supplementing courses on sales management and personal selling. To some extent, these courses suffer from a lack of cases studies of real-life account management situations. This volume is an attempt to redress that situation. Some cases are traditional long-form cases; others are merely a single paragraph. Regardless, each case focuses on a particular account management issue. Some cases require extensive preparation; other cases can be assigned just a few minutes before class discussion. This book is available in printed from an as an e-book. We use print-on-demand technology. Hence, we anticipate updating the book from time-to-time with additional cases as they become available.

Managing Key, Strategic, Global Customers

Business & Money

Senn, Christoph

Capon, Professor Noel

Management & Leadership

wessex, inc.

It's time for companies to rethink their growth logic. Business relationships are still dominated by a narrow perspective--trying to match products to customer needs and making deals. It's a buyer-seller relationship built on a transactional mindset, and it's not how you should be doing business. There's a better way--orchestrating growth--in which suppliers and customers collaborate to build strategies and grow together. With clarity and precision, Christoph Senn and Mehak Gandhi lay out the Triple Fit Strategy framework, which will help you escape the product-centric mindset and put customers at the heart of your business strategy. Based on a hands-on tool set, Triple Fit ensures that customer and supplier are aligned across three areas: planning, execution, and resources. The Triple Fit canvas, a diagnostic and action framework, provides a systematic approach that every account manager and sales team can use to boost business results. Companies who use it can contribute ten times more to their customers' success and can double account values in less than three years. What's more, the Triple Fit Strategy helps sales and business leaders better understand the health of their customer relationships and allocate resources for faster breakthroughs. It's a proven approach that Senn and Gandhi have implemented with hundreds of companies over twenty-five years and validated with data from more than ten thousand cases. Triple Fit Strategy is a breakthrough approach to strategy and sales, with the power to transform businesses. Your journey to becoming a value creator starts here. For more information about Triple Fit Strategy around the world, please visit the official website: triplefitstrategy.com.

Triple Fit Strategy: How to Build Lasting Customer Relationships and Boost Growth

Gandhi, Mehak

Harvard Business Review Press

See the best price to sell, buy, or rent books by Senn, Christoph. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Senn, Christoph