How to turn Strategic Accounts into a growth engine for your business

How can you turn Strategic Account Managment into a growth engine for your business? Research has revealed that ...

SAM, Account ManagementPeter Browne5 June 2014Profits, Strategic Account Management, Growth, Video, SAM, Key Account Management, KAM, AM, Account ManagementComment

Don’t just retain your key accounts – Grow your revenue and profit as well!

One critical aspect of managing accounts more strategically is to retain them by increasing barriers to entry against competitors. However, what companies’ often overlook ...

SAM, Account ManagementPeter Browne5 June 2014Account Management, Key Account Management, Profits, Growth, Revenue, Strategic Account Management, SAM, KAM, AM Comment

Only 15% of companies manage their accounts strategically - how does your company measure up?

Based on a 2010 study of senior managers from manufacturers, retailers and distributors in Europe and North America, only 15% of organisations measure up when it comes to managing their key accounts in a truly strategic manner. Alarmingly, 65% of companies believe they are managing their key accounts strategically, so ...

SAM, Account ManagementPeter Browne5 June 2014Common Mistakes, Strategic Account Management, Value, Create Value, SAM, KAM, Key Account Management, AM, Account ManagementComment

Growth customers - Identify the hidden gems in your account base

To determine which accounts to manage strategically, companies typically use ...

SAM, Account ManagementPeter Browne5 June 2014High Growth, Profits, Strategic Account Management, SAM, KAM, Key Account Management, AM, Account Management Comment

What Strategic Account Management and Social Media have in common: The Law of Reciprocity

When we start to work with Account Teams, one of the areas we focus on is ...

SAM, Account ManagementPeter Browne5 June 2014Social Media, Strategic Account Management, The law of Reciprocity, SAM, KAM, Key Account Management, AM, Account ManagementComment

The role of the Account Manager

Many companies speak about their Account Manager (alternatives titles include GAM, SAM, KAM and AD) as a single point of contact. Whilst initially this sounds like a good idea for the company and the customer, on deeper assessment it ...