Global Account Management: a complete Action Kit of Tools and Techniques for Managing Key global Customers

This is a paperbound reprint of a 2006 book. A director of a global firm himself as well as a consultant, Cheverton cuts the scary bits down to size in 16 accessible chapters, explaining such concepts as whether your firm is truly global or just international, the rule of the time zone, the dangers of not being prepared, using opportunity chain analysis and other tools, understanding the ambitions of global buyers, managing service provision strategies and the invisible interactions, getting senior management on board, mastering structures and persuasion, developing the global account plan, and harnessing similarities and differences. Annotation ©2008 Book News, Inc., Portland, OR (booknews.com)
Global Account Management explains the challenges of establishing a global account strategy and guides the reader through the process of decisions and actions required to manage global accounts successfully. The book provides a thorough, workmanlike template for all businesses with global clients. Peter Cheverton highlights the difference between an international company operating in different markets and one that can be considered truly global. He explains that company directors need to understand whether a client has consistent needs across different countries, possesses a global operational structure, and has the ability to implement global decisions. Cheverton then details the factors critical to successful handling of a global account. The implications of making the wrong decisions in a global marketplace are enormous. Global Account Management gives readers the information and insight they need to ensure the future success of their companies.
Global Account Management explains the significant challenges of establishing a global account strategy and guides the reader through the process of decisions and actions required to manage global accounts successfully. The book provides a thorough, workmanlike template for all businesses with global clients. Author Peter Cheverton highlights the difference between an international company operating in different markets and one that can be considered truly global. He explains that company directors need to understand whether a client has consistent needs across different countries, possesses a global operational structure, and has the ability to implement global decisions. Cheverton then details the factors critical to successful handling of a global account. The implications of making the wrong decisions in a global marketplace are enormous. Global Account Management gives readers the information and insight they need to ensure the future success of their companies.