Chapter 17. Tips on managing large accounts
How to network around an account
How to get extra work from the account
Shaping the strategy of their senior managers
When a team runs the account
‘It is not always by plugging away at a difficulty and sticking at it that one overcomes it. Certain people, and certain things, require to be approached from an angle.’ | ||
| --Matthew Arnold (1822–88), poet | ||
Increasingly, companies buy on national, regional or global levels. When that happens they often stipulate that their suppliers provide uniform levels of price and service in every location. This is exactly the type of account you are looking for, but how should you go about managing it? The first step is ...
Get more background information on the company
Generally, ...
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