Successful Global Account Management

1 What is global account management (GAM)?

What is a global account and why is definition important?; Different types of account relationships; The drivers of global account management; Stages in GAM process development; Conclusion

2 Starting a global program

Introduction; Why is GAM different?; Getting started in GAM; First steps in GAM; Summary

3 Developing GAM strategies

Introduction; Traditional approaches to strategy formulation; Problems with traditional approaches; Or is this the way it happens?; GAM strategy development process; Developing strategies for global account relationship management; Summary

4 Managing global relationships

Introduction; The traditional marketing management model; GAM is different; Products, core competencies, and portfolios of customers; An alternative approach to the GAM marketing process; Managing global relationships; Summary

5 Organizing for GAM

Introduction; Existing organizational structures; Designing the GAM team structure; Guiding principles; The GAM program champion; The global steering committee or planning team; The global account manager (gam); Barriers to organizational change; Approaches to GAM organization; What we can learn from these cases?;

6 The role of the global account manager (gam)

Introduction; The traditional role of the salesperson; The emergence of strategic account manager role; From sam to gam; The multiple roles of the global account manager; The global account manager as political entrepreneur; Summary

7 The GAM process -- managing the program

Responsibility for managing the program; Strategic intent; Program sponsorship; Development of core value proposition; Infrastructural support; Program metrics (measuring success); Account portfolio analysis; Approval of GAM candidates; Definition of gam role/compensation/development and succession; Gam support systems; Global agreements; Conflict resolution; Conclusion

8 The GAM process -- managing the processes

Introduction; What processes need to be managed?; Summary

9 The GAM process -- managing the relationship

Introduction; Explore; Propose; Test; Transform; Consolidate; Review/Reorient; Core themes at each stage of the development model; Conclusion

10 Global procurement and supply chain management

Introduction; The importance of procurement and global supply chains; The importance of supply chain management; Ge-procurement (global electronic procurement); Conclusion

11 Conclusions

Introduction; Key learning points; Finally