Learn to effectively manage your global accounts from global account authorities! With practical and proven insight for developing and maintaining a global account program, MANAGING GLOBAL ACCOUNTS delivers invaluable tips for selecting global accounts, developing line organization, securing senior management commitment, finding effective account managers, demonstrating value, optimizing the global account relationship, and more.
1. Globalization and Global Customers
2. Critical Success Factors for Managing Global Accounts
3. Establishing the Scope of the Global Account Program
4. Securing Senior Management Commitment
5. Nominating and Selecting the "Right" Global Accounts
6. Designing the Line Organization for Managing Global Accounts
7. Securing Effective Global Account Managers
8. Developing Effective Global Account Plans
9. Establishing the Supporting Organizational Infrastructure
10. Demonstrating the Global Account Program's Incremental Value to the Firm and to the Global Account
11. Aligning Critical Success Factors in Managing Global Accounts
"An indispensable how-to book for CEOs who lead global companies and, even more importantly, for those who aspire."
--Jerome A. Chazen, Cofounder and Chairman Emeritus, Liz Claiborne, Inc.--
"Implementing global account management is not easy. In a unique partnership of the business world with academe, Capon, Potter, and Schindler lay out a comprehensive roadmap for developing a global account program. If you are trying to support your global customers, I recommend you read and use this book. You will save yourselves time and many missteps as you learn from the myraid of insights the authors provide."
--Rosemary H. Campbell, Director, International Sales & Operations, Worldwide, IBM--