The keys to effective strategic account planning” is a best-practice model Performance Methods Inc. has developed from our extensive client work in the strategic account management area as well as our affiliation with the Strategic Account Management Association. Chances are, if you’ve recently gone to a SAMA event, you even may have attended a session bearing the same name. This model, based on 10 critical best-practice areas, establishes a SAM execution framework. In this article series, we will “unpack” each key and provide insight into how global industry leaders achieve SAM excellence through effective implementation of best practices.
Discover what the customer values most and validate it
The most effective account managers and teams discover how their customers define value, then engage and execute accordingly. They recognize that when account management efforts focus on the customer’s value expectations, the relationships that develop are deeper and longer and can be better leveraged. Today value and relationships seem to go hand in hand when suppliers and customers engage effectively.
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