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6 of 6 found the following review helpful:
Common-Sense Guidance Just in Time! May 08, 2003
We just launched what we thought was a
strategic account program for our largest
customers last year, but I just learned
from this book that it's actually a key
account program in disguise.Now we can use the authors' common-sense
guidance to focus on the customers who
truly have strategic potential, align our
entire company behind the initiative instead
of just the sales force, and set up an
account manager development program that
really works. Great job! David S. Feldmann Product Manager, Legal & Business Products
The Bureau of National Affairs, Inc.
8 of 9 found the following review helpful:
Make sure you have a program that really works� Sep 15, 2003
In today's marketplace key account (relationship) management is imperative. With the ever changing/increasing demands placed on these accounts it is even more important to develop a focus and a strategic game plan behind them. This book is a must read and a must have on your bookshelf. It's laid out in a friendly manner (the seven keys) and is easy to read. Whether you currently have a strategic account management program in place, are looking at implementing a new program, or are looking how to fine-tune an existing one -- the 7 Keys to Managing Strategic Accounts will help you in the process. Make sure you have a program that really works!
7 of 8 found the following review helpful:
 The Guide for Strategic Account Mangement Jan 18, 2005
By R. Knight
This is a very educational book that every company should read and buy into before attempting a SAM program. I enjoyed the real world exmaples even though they did sometimes leave me feeling a bit 'sold to'(and I usually like that!)
But the reason I've only given this book 4 stars is that it's written very much for the analytical reader, an MBA who absorbes information would love this book. But I am not one of those and would like to have seen a higher emotional content and some more human aspects.
This however should not stop you from buying this book. In fact if you are considering a Strategic Account Management program you MUST read this now.
9 of 11 found the following review helpful:
Great Real-World Advice Jun 12, 2003
By Jay Readey
As an MBA candidate who spends far too much time reading textbooks, I found Seven Keys a welcome change in my business reading. It's readable, well-organized, full of real-world examples, and it lets me quickly know how I can ready an organization for effective strategic account management. These authors clearly have busy people in mind. I read the chapters that were of particular interest and then I read the remainder. Time well-spent. Jay Readey MBA Candidate, Yale University School of Management
1 of 1 found the following review helpful:
Great for Account Managment Aug 25, 2008
By Morehead Associates
One of the best books for account managment. Really helped us in developing our model.
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