The New Successful Large Account Management Maintaining and Growing Your Most Important Assets -- Your Customers
by Miller, Robert B.; Heiman, Stephen E.; Tuleja, Tad; Thomas, PatrickEdition: Revised
Format: Paperback
Pub. Date: 2005-04-20
Publisher(s): Grand Central Publishing
Other versions by this Author
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Summary
Maintaining and Growing Your Most Important AssetsYour Customers Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? A hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated withexamples of recent success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in real time. Discover: The long view: Studying and really understanding your companyand your customers businesscan mean years of selling success Lamp Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent, external assets Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever
Table of Contents
| Foreword by Patrick Thomas | vii | ||||
| Acknowledgments | xi | ||||
| Introduction: Back to Growth | xiii | ||||
| Part I: Basic Principles | |||||
|
3 | (13) | |||
|
16 | (16) | |||
|
32 | (9) | |||
| Part II: Situation Appraisal | |||||
|
41 | (24) | |||
|
65 | (12) | |||
|
77 | (12) | |||
|
89 | (11) | |||
|
100 | (12) | |||
|
112 | (9) | |||
| Part III: Strategic Analysis | |||||
|
121 | (16) | |||
|
137 | (13) | |||
|
150 | (9) | |||
|
159 | (16) | |||
|
175 | (12) | |||
|
187 | (10) | |||
| Part IV: Execution | |||||
|
197 | (14) | |||
|
211 | (9) | |||
|
220 | (5) | |||
| EPILOGUE Your Customers Are Your Future: A Case for Strategic Account Management by Lisa Napolitano | 225 | (14) | |||
| Index | 239 | (10) | |||
| About the Authors | 249 | (2) | |||
| About Miller Heiman | 251 |
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