GAM - Approach to Global Account Management Excellence
(CopyRight 2008; Benjamin Goh, www.bensglobal.com)
Goals and objectives.
Essential to brainstorm and communicate with all concerned about the goals and objectives set for the global enterprise account. Conduct regular goal setting and road map sessions with customer(s) and colleagues!
Adapt-Adjust-Align.
Change is the only constant in today's rapid growing business environment. A commitment to change is key to success in meeting the competitive challenges and demands of the person-in-the-street!
Metrics.
No one plans to fail but the greatest mistake is failing to plan! In planning, set up measurable KPIs and various metrics that are agreeable to customer(s ) and colleagues! Regular reporting of KPIs and metrics are best practices for successful communication and allocation of adequate resources.
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