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Create a joint accountplan well before the renewal date. How does their message and valueproposition differ from yours? Include a SWOT analysis in your accountplan. Your client's procurement team is involved 3 to 6 months before the end of the contract. Analyze the competition A word of caution.
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Create an account management strategy. Develop relationships across functional areas such as Business, Operations, Procurement, Finance and IT. Find opportunities to automate and scale processes in account management. Understand the valueproposition, competitive landscape and operating environment. .
So think strategically about the customer, which can also mean that we are building accountplans, for example, we’re looking at the org chart to understand who’s who are the relationship map, who’s who within the organisation. Some of that is the templates on building engagement plans or accountplans.
A learning environment that’s anything but conventional ARPEDIO was right in the middle of it all, surrounded by Strategic Account Management (SAM) professionals who shared our drive for success and eagerness to push boundaries and exchange game-changing ideas about the future of SAM. Let’s dive in.
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