The Seven Keys to Managing Strategic Accounts

How can your firm judiciously harness technology for strategic account management?

In this case, the steps in the chapter are the best way to answer that question:

1. Step One: Identify critical strategic account management performance needs within the context of the sales and customer management processes.

2. Step Two: Identify and speak to noncompetitive firms that have successfully implemented technology solutions for their strategic account management programs.

3. Step Three: Filter—which of these strategic account performance needs could technology best meet?

4. Step Four: Assess the technology-readiness of both the strategic account managers and anyone else who will be using the system.

5. Step Five: Develop and support tech-based solutions.

6. Step Six: Implementation—pilot, then rollout.

7. Step Seven: Review and revise tools..