'Global Account Management'

Introduction:

Truly Global Accounts are more rare than many suppliers think. There is a tendency to promote 'plain international' customers into the Global category, without proper justification - an action that leads to unnecessary effort, significant frustration, and sometimes an irritated customer.

Then there are the costs, and some significant penalties for the unwary....

GAM Workshop:

This workshop is designed to ensure that GAM is practiced only where it should be practiced, and in a way that ensures the extra rewards are won and the penalties are avoided.

Defining GAM:

• What makes a truly global customer?
  
• Global versus 'plain international'
  
• The pitfalls
  
• Avoiding unnecessary effort and costs
  

GAM versus KAM:

• Summary of the KAM model and toolkit
  
  • the analytical task
    
  • the relationship management task
    
  • the value proposition task
    
  • the planning task
    
• The additional challenges of GAM
  

Leading a virtual team:

• Sources of authority
  
• Team roles
  
• Managing cultural diversity
  

Global customer behaviours:

• The global buyer
  
• The global network
  

Making the GA plan live:

• Customer analysis
  
• Joint planning
  
• From insights to strategy to action
  

Identify the obstacles to GAM:

• What action can we take?
  

Identify the critical success factors for GAM:

• What action can we take
  

GAM Book:

GAM Article: Published by SAMA

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