Management Briefings

for executives who need to know now

^{Monday, April 30, 2001}

Briefings

Activity based costing

Account management

Accounts receivable

Change management

Program management

Project management

Supply chain mgt.

Strategic management

Strategy planning

Stress management

Time management

Account Management
Build lasting profitable relationships with your clients Contents
Winning & Losing Pareto applies to accounts The account management process The territory The typical issues Account selection Value proposition The typical issues you find in an account Territory issues Industry issues Competition Develop strategies		General preparation for accounts Map the specific issues Threshold for satisfaction Account team alignment Implementation - opportunities Be aware of the sales process The easy mistakes to make Map the people, their roles and the issues Territory management The Sales Pipeline How much do you need in the pipeline? Potential diagnosis
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