Publisher: McGraw-Hill, 2003, 204 pages
Strategic accounts are your firm’s lifeblood: they play a critical role in its success or failure. The Seven Keys to Managing Strategic Accounts is filled with best practices and examples of how to intelligently manage key interactions and relationships with these vital accounts mdash; for greater loyalty, higher profitability, and consistent competitive advantage.
Let this hands-on guidebook’s compelling case studies and examples help you to:
Discover how today’s marketing leaders are designing and implementing cost-effective, results-oriented strategic account programs, and how you can follow their lead, in The Seven Keys to Managing Strategic Accounts.
A very good overview on how to manage Strategic accounts and how they fundamentally differs from Key accounts. It could have been more in-depth, but as an overview it works splendidly.
Recommended reading, especially as it ain't very long.