Nov 03, 2005 this book was first written in 1991 and then revised in 2005. Discover delightful childrens books with prime book box, a subscription that delivers. Account book is a powerful money manager for both personal and commercial accounting. Some people might think that management is all about strategies and their effective implementation or knowing how to manage people and resources, but this author stresses again and again that it is all about how one thinks. This book is helpful and applicable to account management in both large and smallscale applications. The 10 best account management books every account manager should read these books cover everything you need to know to be a great account manager.
Any department that will have an ongoing relationship with strategic accounts can help advance the customer relationship by implementing the large account management processsm lamp. The new successful large account management kogan page. Maintaining and growing your most important assets your customers i like the mindset in this novel customer centricity. Apr 04, 2008 account management is a synonym for account penetration. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives.
Nick speare was, for 10 years, responsible for all miller heimans operations outside the. This is one of books that should be on every b2b and key account reps bookshelf. The programme then delivers a process to document longterm plans for managing key accounts and allocating. You can sideload large ebooks to your android smartphone or tablet in two ways. People at large companies bandy about the terms key account management and strategic account management in conversation every day. The new successful large account management by robert b miller and stephen e heiman with tad tuleja kam key. Miller heimans large account management process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. It is essential reading for all senior management with strategic responsibility, for key or strategic account. This process provides a road map for strategic customer relationships that have growth potential. The am whether an individual or a team follows a series of steps to analyze the accounts performance, coordinate the accounts activities, identify trade compliance.
Shop for books at and browse categories like young adult books, childrens books, mystery books, adult coloring books and cook books. Based on the proven miller heiman large account management process, which is used successfully by some of the worlds largest companies, it is crammed. I also thought the process of laying out an accounts health by sponsors, antisponsors, charters, etc was informative. How to add large files to kindle and kindle apps for ios. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Managing a large investment portfolio can be complicated, especially if your funds are scattered across several accounts. Large account management process training on how to manage. Based on the proven miller heiman large account management process. Account book, 4 column, black cover, 80 pages, 7 x 9 14. Kam is a radically different organizational process used by businessto. Maintaining and growing your most important assets your customers. Large account management process lamp singapore 21. This book was first written in 1991 and then revised in 2005.
Ask 10 people to define what these are, or to tell you what the criteria are for an account to be named a key account, and youre likely to get 10 very different answers. Its hard work trying to be all things to all people and these represent the best account management books to fasttrack your expertise. Probably because so few sales leaders have changed anything from the 19th or 20th century. Large account management training, key account management. If you are not already familiar with account management, you are probably asking yourself the following questions. The authors of the new strategic selling and the new conceptual selling present a hardhitting, nononsense book of techniques to improve. This account manager job description template is optimized for posting in online job boards or careers pages. Large account management process lamp uncovers how to best manage and grow strategic accounts by bringing the entire relationship into view. These guys have been writing and teaching for decades. The major breakthrough for me was realising that ive been gradually sliding. Using miller heiman groups gold sheet analysis and strategy, lamp teaches organizations how to build actionable account management plans that ensure success for both sellers and their customers. This process provides organizations a road map for identifying strategic customer relationships that have growth potential.
In simple terms, it is a process that entails the selling of receivables or outstanding invoices at a markdown to a specialized factoring or finance companynormally called the factor. The large account management process also known as lamp helps sellers plan and manage strategic account relationships. The ultimate list of the 10 best account management books that will take you on. From account selection, to research, to a strategic and tactical methodology for gaining access and winning the business, the new successful large account management covers it all.
Mackay author this was one of the first business books i read back in the 90s from from a guy who. Think of all the additional opportunities that may exist in the account. Large account management process 2 days 4 5 february 2020. Internal tech sales power point for large account management, best used to present large accounts, justify expenses, quarterly reports et. Customer understanding understanding the changing market dynamics affecting the. Special chapters are devoted to partnering with key accounts and indepth information on global key account management, an increasingly important weapon for staying ahead of the competition. Here are 5 areas where these differences stand out. On average, most key account management organizations have the biggest gaps in the following subcomponents of each behavior category. Commonly known as factoring, accounts receivable ar financing is one of the oldest types of commercial financing. As procurement specialists look for ever more ingenious ways to trim costs, the natural tendencyoften a conscious oneis toward commoditization. The authors of the bestselling competing on internet time a businessweek top10 book analyze the strategies, principles, and skills of three of the most successful and influential figures in business bill gates, andy grove, and steve jobs offering lessons for all managers and entrepreneurs on leadership, strategy, and execution.
Outsell, outmanage, outmotivate, and outnegotiate your competition by harvey b. Large account management training group delivery options course materials and group training. Successful large account management miller heiman on. Learn how to prioritise the distance learning course content. Just because you have sold one product or service to one business entity within an organization doesnt mean your job is done. Monitor your personal budget or cash flow of your business. Large account management process arlene johnson and. Im working on a career in strategic account management. Mar 23, 2020 large account management process content lamp begins with an analysis of the companys current position within actual accounts to identify discrepancies and develop a shared vision between the buying and selling organisations. Large account management processsm lamp reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. For anyone trying to manage a large account, the widespread adoption of supply chain management means that procurement has become a central factor in sales. Successful global account management will provide any manager responsible for implementing a gam program with a range of tools for success. Large account management process explainer video on vimeo. Jul 16, 2012 for a large account, you must consider match types, ad group, and campaign organization before you start creating your account.
Done right, better key account programs can obtain more customer volume at lower discounts while not adding to costs. The new successful large account management now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. If you are going to manage large accounts effectively, you need to be willing and able to keep meticulous records. Jul, 2012 key account management kam is one of the most important changes in selling that has emerged during the past two decades.
May 11, 2020 the large account management process also known as lamp helps sellers plan and manage strategic account relationships. The new successful large account management by robert b. The new successful large account management, ideal for sales directors, managers and executives, shows businesses how to protect and develop those critical accounts they cant afford to lose. Here are 10 tips for successful key account management in todays busy business world. Covering three key stages of account management, our training on how to manage big accounts teaches sellers to build actionable management plans that lead to positive outcomes. Large account plan presentation linkedin slideshare. I think this is probably one of the better mh books ive read, but, i will say this, if you dont have long term happy customers, you might find this book less relevant for you. An unusual management book on decisionmaking by a leading authority on conceptual thinking. Jan 12, 2010 internal tech sales power point for large account management, best used to present large accounts, justify expenses, quarterly reports et. The 10 best account management books every account manager should read. It all comes down to the behavior of the key account managers. Timely, important, and essential, key account management and planning is the only reference handbook those with key account responsibilities will ever need. This hardhitting and nononsense book advises you how to best manage your most important business accounts. There are many reasons why this can happen people change jobs more frequently than they used to, so they may have several employer sponsored retirement plans 401k, 403b, tsp, and similar accounts.
How to manage a large investment portfolio with multiple accounts. The 8 step guide for successful key account management kam. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Maintaining and growing your most important assets by robert b. The new successful large account management book depository. This process provides a road map for strategic customer relationships that have growth potential through the development of a oneto threeyear plan to guide team selling and customer collaboration. The ten best management books for small business owners. Large account management training, key account management course. It will also show ceos and senior management the strategic importance of gam in relation to their organizations overall business objectives. Key account management kam, or strategic account management, refers to the process of identifying or targeting key accounts, which have strategic value, and developing a deeper, more meaningful, mutually beneficial relationship with them. Comprehensive account management create income, expense, bank, credit card, bill, payable, receivable, bank, debit, credit, saving, exchange, budget accounts. About large account management and i have to say its made me keen to get into the office on monday and start planning for our major accounts.
List of top 10 management books every manager should read. While on their face, many of the outcomes of strategic account management and sales are the same e. Up to ten participants gain access to the course presentation, tools, templates, and other resources. The real world approach is backed by tested principles and the latest research from the renowned cranfield school of management. These books cover everything you need to know to be a great account manager. Key account management programs are often less than fully successful because kams fall short in particular behaviors. Account management and selling are different in these 5 ways.
Score a books total score is based on multiple factors, including the number of people who have voted for it and how highly those voters ranked the book. Kevin wilson is ceo and a cofounder of the sales research trust ltd. There are better books out there, but you wont go wrong. How to add large files to kindle and kindle apps for ios, android. Customize it with account management duties and responsibilities for your company. This post provides an 8 step guide to put you on the right path to kam success.
The factoring company assumes the risks on the receivable and in return issue your business. The new successful large account management and its selling process lamp is a blueprint the shoe leather sales person can implement themselves. Despite being longinthetooth the new successful large account management book is remarkably fresh and current. Key account management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. He is also editor of the journal of selling and major account management, a director of the strategic account management association chicago, usa and provides consultancy to bluechip clients throughout europe and north america. The new successful large account management revised. Large account management is becoming a senior management function, driven by executive vision and appropriate resource allocation devoted to building relationships that in some cases develop into actual joint venture partnerships and that in all cases must deliver real customer value. Sm, we have developeda best practice methodology to guide your implementation. The am whether an individual or a team follows a series of steps to analyze the account s performance, coordinate the account s activities, identify trade compliance. If you dont, then you risk having to redo hours or days of work. Create customer, supplier, inventory, personnel or cash accounts for different projects.