The Seven Keys to Managing Strategic Accounts

by Sallie Sherman, Joseph Sperry, Samuel Reese

Book Overview

Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers

The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts. Drawing on the expertise of S4 Consulting, Inc., a leading-edge provider of strategic account consulting, and Miller Heiman,...

• Format: Hardcover
• Language: English
• ISBN: 0071417524
• ISBN13: 9780071417525
• Release Date: April 2003
• Publisher: McGraw-Hill Companies
• Length: 256 Pages
• Weight: 1.10 lbs.
• Dimensions: 0.9" x 6.3" x 9.4"

Customer Reviews

Great for Account Managment

One of the best books for account managment. Really helped us in developing our model.

The Bible for Account Management

Over the last three years, we have been using "The Seven Keys..." as the bible to follow in our implementation process. Every person involved is required to read the book. It has become our organization's often-quoted bible for account management. A must read!

Make sure you have a program that really works?

In today's marketplace key account (relationship) management is imperative. With the ever changing/increasing demands placed on these accounts it is even more important to develop a focus and a strategic game plan behind them. This book is a must read and a must have on your bookshelf. It's laid out in a friendly manner (the seven keys) and is easy to read. Whether you currently have a strategic account management program in place, are looking at implementing a new program, or are looking how to fine-tune an existing one -- the 7 Keys to Managing Strategic Accounts will help you in the process. Make sure you have a program that really works!

Great Real-World Advice

As an MBA candidate who spends far too much time reading textbooks, I found Seven Keys a welcome change in my business reading. It's readable, well-organized, full of real-world examples, and it lets me quickly know how I can ready an organization for effective strategic account management. These authors clearly have busy people in mind. I read the chapters that were of particular interest and then I read the remainder. Time well-spent.Jay Readey MBA Candidate, Yale University School of Management

Common-Sense Guidance Just in Time!

We just launched what we thought was astrategic account program for our largestcustomers last year, but I just learnedfrom this book that it's actually a keyaccount program in disguise.Now we can use the authors' common-senseguidance to focus on the customers whotruly have strategic potential, align ourentire company behind the initiative insteadof just the sales force, and set up anaccount manager development program thatreally works. Great job!David S. FeldmannProduct Manager, Legal & Business ProductsThe Bureau of National Affairs, Inc.