In today’s dynamic market environment, many companies are operating at a national, multi-national or global level with major clients who have decision-making units spread across the organisation.
With client buying decisions often being led from different locations and across multiple functions, your account management and account development activities need to be structured, coordinated and efficient.
The world is littered with sub-optimal implementations of ‘standard’ and ‘best practice’ approaches to account management and account development. The cost of these sub-optimal implementations is often enormous while any benefits, other than a ‘common’ approach across the organisation that can be measured for ‘compliance’ are, at best, often short-lived. However, with tried and tested processes, effective planning formats, applied skills development interventions & coached execution, the embedding of world class account management and account development performance is much easier to get right than most companies believe.
Making account development and account management work
Sterling Chase has teams of expert practitioners, consultants, coaches and trainers who work with companies of all sizes to evaluate, improve and optimise their key, major and global account management and account development functions.
Our unique set of tools and techniques not only provide the structure for developing the business relationship at the decision maker level in target organisations, but also provide the structure and content for creating tangible added value that will take the returns from your key business relationships to new levels.
Our practitioner coaches can work with you and your teams to recommend and enable accelerated improvements in the field to deliver immediate and sustainable bottom line growth.
“Sterling Chase have been highly professional and very tenacious in embedding the techniques and the learning imparted to our Global Account Management (GAM) teams. One of the key benefits of their consulting style is that all of their associates are proven high level practitioners of consultative selling and they bring this practical experience to bear in their work.
They have displayed real stamina and determination in driving forward the Global Account Development programme and deploy associates of a very high standard at all times. We are already seeing measurable revenue benefits that far outweigh the cost of the programme.”
Rafille Mir – Business Development Manager, BT Wholesale
For a free consultation on transforming your key, major or global account management performance, call us on 0845 371 3099 or fill out the form below and one of our senior practitioners will be in touch.