Over the past few years, there has been a flurry of research projects focusing on the topic of value creation and the role of strategic account management (SAM) teams. In fact value creation has b... read more

Over the past few years, there has been a flurry of research projects focusing on the topic of value creation and the role of strategic account management (SAM) teams. In fact value creation has been at the center of many SAM programs and a number of SAMA corporate members have developed outstanding value management programs. Despite increased attention though, there are many questions that remain unanswered, especially in the area of value quantification and value capture as well as in the area of strategic account management competencies directly related to value capabilities and value management. Conducted in partnership with Value Innoruption Advisors, the objective of this research project was to shed light on two specific questions: 1) What are the personality traits of SAM Professionals that impact the acceptance of value management programs? 2) What are the critical components of a holistic value management program and how do they impact relative and absolute firm performance? This report provides a description of the research method, an executive summary of key findings and recommendations, a detailed report of all findings, and general conclusions. read less