Strategic Accounts

In recent years, strategic/key account management has become a crucial issue for many companies. Driven by some form of 80/20 rule - 80% of current or potential revenues come from 20% of customers - many firms have come to realize that these customers must be treated somewhat differently from the average customer. Of course, it is one thing to recognize that these accounts should be treated differently, it is quite another to figure out exactly what to do. ?Many companies are struggling to deal with these questions on a national or regional basis. Increasingly, however, the many forces for globalization are leading companies to address these and even more complex questions on a global basis, the field of managing global accounts.

The purpose of the account management material on this site is to act as a resource for those companies and individuals interested in strategic/key account management at national, regional, and global levels. The site will attempt to be customer focused; as such, it will develop over time based on your feedback and recommendations. In particular, we shall provide links to other sites that we believe will be useful to those interested in strategic/key account management.

Managing strategic/key accounts is a complex and difficult business. We wish you luck in this task and hope that this site will be helpful to you.