Strategic account management
Strategic Account Management
has evolved over the past 20 years out of the need for sellers to devote
specialist resources to large, complex accounts having special requirements.
Historically, accounts that qualified
for differential status were characterised by several common traits: a
centralised, co-ordinated purchasing organisation with multi-location purchasing
influences, a complex buying process, large orders, and a need for special
services. Today, SAM is practiced on the national, regional, multinational and
global levels according to complex seller and buyer organisational
characteristics and operational behaviour.
The practice of SAM is now a profession, an ongoing focus of study and a
matter of keen practical interest to companies seeking to achieve competitive
advantage and create future growth.
Above all, companies are striving to preserve customer relationships that are of
strategic importance to their future financial health.
Installing a comprehensive SAM approach requires significant resource
investment, long-term focus and multi-functional capabilities along with
possibly restructuring of the sales organisation.
Many organisations struggle to do this without professional outside and
experienced support.
PACE Strategic Account Management Consulting Services
As organisations have learnt that key
client management is a strategic imperative then the subject has been elevated to a 'science' in its own
right.
The literature is awash with concepts, ideas, techniques and tools.
It can be quite bewildering! <READ MORE HERE>
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