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Successful Global Account Management
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About the book
While the concept of Global Account Management (GAM) is not new, there are numerous differences, both subtle and overt, between it and the conventional management of overseas accounts. So what are the differences? How should we define GAM? And how can companies ensure that their global accounts are managed successfully?
These are just some of the many key issues addressed in Successful Global Account Management. Drawing on the finding of a number of international research projects, as well as their own experience as practitioners and consultants, the authors unravel the complexities of GAM. They introduce a wide range of case examples that clearly illustrate how many of the world's leading companies have addressed the challenges inherent in GAM. They also provide models, processes and implementation guidelines that will give any manager unique insights into all the major themes and issues directly related to achieving GAM effectiveness, including:
- What is a global account manager
- How to set up and manage a global program and team
- Negotiating global agreements
- Managing global supply chains
- Leveraging knowledge
- Reconciling global/local interests
- Putting the GAM strategy into practice
Successful Global Account Management will provide any manager responsible for implementing a GAM program with a range of tools for success. It will also show CEOs and senior management the strategic importance of GAM in relation to their organization's overall business objectives.
About Miller Heiman
Miller Heiman, Inc. is a leading developer and provider of strategic sales process solutions for sales professionals around the world. It has pioneered several highly respected sales-process programs, including Strategic Selling®, Conceptual Selling®, Large Account Management Process (LAMP)®, Manager's Coaching and Channel Partner Management. Many large companies, such as Marriott Corporation, Dow Chemical, PricewaterhouseCoopers and Wells Fargo have implemented these processes.
About the authors
Dr. Kevin Wilson is CEO and a co-founder of the Sales Research Trust Ltd. He is also Editor of the Journal of Selling and Major Account Management, a director of the Strategic Account Management Association (Chicago, USA) and provides consultancy to blue-chip clients throughout Europe and North America.
Nick Speare was, for 10 years, responsible for all Miller Heiman's operations outside the Americas, which he established in 17 countries with multimillion-dollar revenues. Most recently, Nick has been working with Kevin Wilson and the Sales Research Trust, which they have expanded to become a worldwide network of consultants and academics focused on GAM.
Samuel J. Reese, as President and CEO of Miller Heiman for the past two years, has been a driving force in expanding product offerings, including the company's e-learning initiatives, to better meet the changing needs of Miller Heiman's clients. He has also held senior sales positions within several leading international companies.