Global Account Management
Creating Value
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Beschreibung
If you buy a new BMW you may be surprised as much by the owner'smanual as by the car itself. Thin, personalized, and containinginformation only on the features you have selected in the languageyou speak, it is the result of a year's collaboration with Xeroxthat has radically improved the product and decimated costs. It isjust one example of the new organizational structures and processesbeing developed at leading companies to serve the globalmarketplace. As firms realize that dealing with global customers isnot simply an extension of key account management, their mostcommon response is to launch a formal global account managementinitiative. Done well this is powerful and effective; howeverwithout proper planning it can spell disaster. Drawing on widelyaccepted 'key success factors' for global account management aswell as new elements revealed by their research, David Hennessy andJean-Pierre Jeannet redefine the process global account managementaround the premise that sustainable value springs only from anexpert understanding of the customer's industry, its structure andits strategy. The book covers all critical aspects of the topic(the planning process, account selection, team building, executivesupport, global IT requirements, compensation structures and more)and draws on interviews with top global account managers at leadingcompanies including IBM, Cable and Wireless, Siemens, HP, Guinness,Cisco, and Procter & Gamble.
Autor*in
H. David Hennessey
Themen in »Global Account Management«
Business & Management Management Wirtschaft / Management Wirtschaft u. Management