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Globalisation – Despite years of looking at accounts defined by countries, we can expect to see more and more emerging accounts in the healthcare system that are regional and global as with other industries’ strategic account models, we will be breaking boundaries.
Procurement leaders, chief financial officers and other senior leaders can be great sponsors if the fit is right. We need to consider the person’s willingness and personality fit with the customer account. The SAM needs to be part of the executive sponsor selection and be comfortable with the selected sponsor.
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