At SAMA''s Pan-European Conference on March 11 in Berlin, Compass Group PLC received a SAMA Excellence Award for co-creating customer value. The award was based on a case study by Compass Group''s ... read more

At SAMA''s Pan-European Conference on March 11 in Berlin, Compass Group PLC received a SAMA Excellence Award for co-creating customer value. The award was based on a case study by Compass Group''s Marco Retel and Edmund Bradford of Market2win Ltd. and Malcolm McDonald Marketing Ltd. read less

To provide insight on how leading businesses pay strategic account managers, SAMA and ZS Associates Inc. created the 2013 Report on Strategic Account Management Compensation Practices. ZS Associate... read more

To provide insight on how leading businesses pay strategic account managers, SAMA and ZS Associates Inc. created the 2013 Report on Strategic Account Management Compensation Practices. ZS Associates'' Peter Z. Manoogian says that more than 200 people in the SAM field representing almost 30 industries participated in this biennial study. read less

DHL''s William F. Meahl gave a keynote speech at SAMA''s 49th Annual Conference. Afterward he spoke to Bernard Quancard about creating customer value at a global enterprise that has multiple busine... read more

DHL''s William F. Meahl gave a keynote speech at SAMA''s 49th Annual Conference. Afterward he spoke to Bernard Quancard about creating customer value at a global enterprise that has multiple business units. read less

A recent selection from SAMA''s blog about customer centricity is shared. read more

A recent selection from SAMA''s blog about customer centricity is shared. read less

A recent selection from SAMA''s blog about strategic account management''s role in the value-modeling process is shared. read more

A recent selection from SAMA''s blog about strategic account management''s role in the value-modeling process is shared. read less

This regular column includes synopses of timely, relevant articles in the strategic account management arena read more

This regular column includes synopses of timely, relevant articles in the strategic account management arena read less

In this issue: Editor''s Corner; Quick Takes; Data Watch; The stick is mightier than the carrot (Strategic Reflections); Presenting a unified voice to your global customers; SAMA''s 49th Annual Con... read more

In this issue: Editor''s Corner; Quick Takes; Data Watch; The stick is mightier than the carrot (Strategic Reflections); Presenting a unified voice to your global customers; SAMA''s 49th Annual Conference highlights; How customer-centric are you?; A customer-focused approach; Strategic account management''s role in the value-modeling process; Progress in supplier relationship management; Strategic account management programs save and restore customer relationships; Strategic account manager compensation: Striking the right plan balance is critical in an increasingly competitive talent war; New information technologies: friends or enemies of today''s global executives?; More than the sum of your parts: creating customer value at a global enterprise that has multiple business units--Part 1 of an interview with Chief Commercial Officer William F. Meahl of DHL; Compass Group PLC: tasting the success of co-created customer value--Part 1; Solution Business: Building a Platform for Organic Growth (Book Review); Event Calendar read less

Psychologists will tell you that using "carrots" is a far more productive strategy than using "sticks" for performance management. James Lawther says that short-term performance and variation have ... read more

Psychologists will tell you that using "carrots" is a far more productive strategy than using "sticks" for performance management. James Lawther says that short-term performance and variation have nothing to do with carrots or sticks and a lot to do with dice. read less

SAMA''s 49th Annual Conference, which occurred May 20 to 23 in Hollywood, Fla., is highlighted. The event delivered more than 50 educational sessions and full-day workshops thanks to almost 90 pres... read more

SAMA''s 49th Annual Conference, which occurred May 20 to 23 in Hollywood, Fla., is highlighted. The event delivered more than 50 educational sessions and full-day workshops thanks to almost 90 presenters and was attended by hundreds of people from more than 200 companies. read less

Todd Snelgrove says that at the heart of pricing and selling in the 21st century is the ability to price based on created value and in this context, total cost of ownership plays an important role.... read more

Todd Snelgrove says that at the heart of pricing and selling in the 21st century is the ability to price based on created value and in this context, total cost of ownership plays an important role. He points toward emerging practices of including not only cost elements but all differentiating elements that contribute to customer value in TCO calculations. read less

Steve Andersen continues his series "The keys to effective strategic account planning" with Key 6 about aligning the supplier''s and customer''s objectives. He discusses why aligning objectives wit... read more

Steve Andersen continues his series "The keys to effective strategic account planning" with Key 6 about aligning the supplier''s and customer''s objectives. He discusses why aligning objectives with your customers can be an absolute game changer for both parties. read less

Are strategic and key accounts the same? Some people say that it is pure semantics, while others say that there are real differences and strategies should vary. read more

Are strategic and key accounts the same? Some people say that it is pure semantics, while others say that there are real differences and strategies should vary. read less

This feature introduces original research from SAMA validating a framework for B2B customer segmentation. Also featured is research from Vantage Partners showing the repurcussions of granting prici... read more

This feature introduces original research from SAMA validating a framework for B2B customer segmentation. Also featured is research from Vantage Partners showing the repurcussions of granting pricing discounts. read less

In this issue: Editor''s Corner; Quick Takes; Data Watch; How to recover well in business-to-business (Strategic Reflections); Strategic account managers must measure twice, cut once; Using financi... read more

In this issue: Editor''s Corner; Quick Takes; Data Watch; How to recover well in business-to-business (Strategic Reflections); Strategic account managers must measure twice, cut once; Using financial insight to drive value selling; Key vs. strategic account: a strategic orientation issue; Sales and procurement: sharing the spoils or spoiling the share?; The keys to effective strategic account planning: Key 6--align the supplier''s objectives with the customer''s; Value pricing when you understand your customers: total cost of ownership--past, present and future; Event Calendar read less

This regular column includes reviews of timely, relevant articles in the strategic account management arena: "The challenge -- and opportunity -- of ''big data,''" McKinsey Quarterly, May 2011, www... read more

This regular column includes reviews of timely, relevant articles in the strategic account management arena: "The challenge -- and opportunity -- of ''big data,''" McKinsey Quarterly, May 2011, www.mckinseyquarterly.com; Richard Holman and Barry Jaruzelski, "The three paths to open innovation," strategy+business, May 23, 2011, www.strategy-business.com; "Building brands in business-to-business," Blue Canyon Partners Inc., June 16, 2011, www.bluecanyonpartners.com; "Management tip of the day: three steps to choosing what to delegate," Harvard Business Review, May 9, 2011, http://hbr.org read less

Strategic/global account management is a corporate-wide initiative for many of the highest-performing organizations, and as we enter 2013 we have an amazing opportunity to optimize our corporate po... read more

Strategic/global account management is a corporate-wide initiative for many of the highest-performing organizations, and as we enter 2013 we have an amazing opportunity to optimize our corporate portfolio of strategic and global accounts in terms of profitable growth and risk. Because it aids in facing current business realities, SAM/GAM is now at the head of the chief executive officer''s agenda. read less

Procurement''s strategies, priorities and deliverables are reframed, and the value of value in supplier relationships is analyzed. This feature assesses options for building different types of valu... read more

Procurement''s strategies, priorities and deliverables are reframed, and the value of value in supplier relationships is analyzed. This feature assesses options for building different types of value through supplier relationships and considers them in relation to 10 levers that minimize cost, balance risk and reward, and position procurement as a driver of relational value creation in both the private and public sector. read less

Emerson Process Management won the Strategic Account Management Association''s award for 2012 program of the year. Steven A. Sonnenberg, president of Emerson Process Management, and John Gardner, E... read more

Emerson Process Management won the Strategic Account Management Association''s award for 2012 program of the year. Steven A. Sonnenberg, president of Emerson Process Management, and John Gardner, Emerson Process Management''s senior vice president of global strategic accounts, spoke to Bernard Quancard, SAMA''s president and chief executive officer, about organizational transformation for Part 2 of a two-part interview. read less