Cosawi

FEBRUARY 27, 2023

Today, as advisors in the strategic account management space, we are surprised and disheartened to see that marketing is often not only missing at the strategic account team table but also working from an inside-out products focus, rather than an outside-in customer focus. Is ABM strategic or tactical?

Marketing 52

Marketing Suppliers Investors Account Planning 52

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. Download the Stakeholder Mastery Checklist plus get invited to future events on stakeholder mastery.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Jermaine Edwards

APRIL 3, 2020

Experienced thinker/strategist* Negotiator* Sponsor* (typically an executive) Legal Data analyser or risk manager* Technical Enforcer Change Manager* Relationship Manager(s) (ideally the one serving the customer unless they’re part of the problem)* Partners/suppliers. You don’t need to have all these roles on your team.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130