Book Description
Learn to effectively manage your global accounts from global account authorities! With practical and proven insight for developing and maintaining a global account program, MANAGING GLOBAL ACCOUNTS delivers invaluable tips for selecting global accounts, developing line organization, securing senior management commitment, finding effective account managers, demonstrating value, optimizing the global account relationship, and more.
Customer Reviews:
Multiple Reviewers of book.......2007-02-16
Rosemary H Campbell, Director, International Sales & Ops, 12/02/2005
Capon, Potter and Schindler lay out a comprehensive roadmap for developing a global account program
"Implementing global account management is not easy. At IBM it took us several years and many iterations to build the current program that today puts the right senior level focus on our top global accounts -- and we're not finished yet. Fred Schindler was part of that struggle and Managing Global Accounts in part recounts its history. However, IBM is only a small part of this book. In a unique partnership of the business world with academe, Capon, Potter and Schindler lay out a comprehensive roadmap for developing a global account program. If you are trying to support your global customers, I recommend you read and use this book. You will save yourselves time and many missteps as you learn from the myriad of insights the authors provide." Rosemary H Campbell, Director, International Sales & Operations, Worldwide, IBM
Lisa Napolitano, CEO, SAMA, 12/02/2005
This book offers companies what they've been clamoring for
"Nearly every company today is forced to confront the challenge of supporting requirements in a global business environment. The reality is, as companies have become larger and more complex, the task of trying to leverage your position and information around the world as one unit is enormous, even for a sophisticated multi-national company. What the Strategic Account Management Association has learned is that organizational commitment, in the form of management support as well as resources, is mandatory to success. What we've seen, however, is that too many firms fail to make a strong business case for change, or worse yet, get buy-in to the wrong set of expectations. If only Managing Global Accounts had come along sooner! This book offers companies what they've been clamoring for - a framework for asking the right questions, performing the right analytics, and translating that into an action plan that fits their unique circumstances. Companies that have already implemented global account management can effectively reassess and recalibrate based on the authors' practical, real-world experience. And for those whose firms have yet to fully embrace the concepts, this book will become your guide and your ally in convincing your most important stakeholders that Global Account Management - and what that requires - is not an option for firms that intend to be competitive."
David Macaulay, Sr. Vice President, Siemens AG, 12/02/2005
Finally a book which can help
"Finally a book which can help corporations transform the art of selling into the science of growth. Companies now have the chance to impact their customer assets in the same way they have optimized their supply chains. It is all here and the winners will know how to use it."
Chris Morrison, Divisional Vice President, Nalco, 12/02/2005
This is the real McCoy
"As a VP managing global account managers in a global Fortune 300 company, I learned more from reading this book's first few chapters then I have in my last five business books. The authors have done a great job pulling together all the logistics from starting, hiring, training, supporting, and sustaining a successful program. If anyone every wanted a book on how to CORRECTLY build a global account program, using best practices, this is IT!!!! I liked this book's easy going interface played out by the `almost believable' reality interactions between four main characters set up in the first chapters. You have a CEO, a consultant, a global account director and a global account manager, all struggling with their time commitments on one hand and their desire to make this work in their heads. They all learn a lot from each other on a flight delay (very real to any global account manager) and subsequent travel/trip. This helps the reader by following the questions and answers of both parties. Three cheers to Capon, Schindler and Potter for a great narrative of technical training and business savvy all in one tight package. I am confident that the careful reading, comprehension and implementation of this books tenet's will save many firms tens of thousands of dollars in consultant fees. This is the real McCoy!" Chris Morrison, Divisional Vice President, Nalco Global Accounts
A reviewer, A reviewer, 12/01/2005
Successful global account management
"Successful global account management can be the most difficult sales and marketing initiative undertaken by any firm. The authors of this book truly understand the complexities involved and they provide a thorough overview of the required critical success factors." Tom VanHootegem, Vice President Strategic Segment Sales, OfficeMax Contract
Small kernels of value amidst tons of ore.......2006-12-28
This book reads as though it were written by someone who spent their business career in sales operations. You know the ones - overly preoccupied with process with little understanding of how things really work.
The first nine chapters are written in a workmanlike fashion. They describe the rationale and pitfalls of those struggling with global account management, but the prescriptions for actually doing something are too superficial to be of any real use.
The most important topic (and the authors acknowledge it) is quantifying the business value from global account management. The authors save this until the first part of chapter 10. Their most important insight is that the value from global account management depends on the company. Wow - I paid to find that out? A framework or taxonomy for measuring business value would have been much more useful.
Their treatment of the problems associated with global account management was one of the better sections - I give them credit for including it.
Finally, there are half a dozen tables included throughout. I found them to be the most useful part of the book.
This book can easily be skimmed in one cross-country plane trip. If you are looking for a few good ideas, check it out. If you are looking for a definitive treatise on global account management, look elsewhere.
Book Description
If you buy a new BMW you may be surprised as much by the owner's manual as by the car itself. Thin, personalized, and containing information only on the features you have selected in the language you speak, it is the result of a year's collaboration with Xerox that has radically improved the product and decimated costs. It is just one example of the new organizational structures and processes being developed at leading companies to serve the global marketplace. As firms realize that dealing with global customers is not simply an extension of key account management, their most common response is to launch a formal global account management initiative. Done well this is powerful and effective; however without proper planning it can spell disaster. Drawing on widely accepted 'key success factors' for global account management as well as new elements revealed by their research, David Hennessy and Jean-Pierre Jeannet redefine the process global account management around the premise that sustainable value springs only from an expert understanding of the customer's industry, its structure and its strategy. The book covers all critical aspects of the topic (the planning process, account selection, team building, executive support, global IT requirements, compensation structures and more) and draws on interviews with top global account managers at leading companies including IBM, Cable and Wireless, Siemens, HP, Guinness, Cisco, and Procter & Gamble.
Download Description
If you buy a new BMW you may be surprised as much by the owner's manual as by the car itself. Thin, personalized, and containing information only on the features you have selected in the language you speak, it is the result of a year's collaboration with Xerox that has radically improved the product and decimated costs. It is just one example of the new organizational structures and processes being developed at leading companies to serve the global marketplace. As firms realize that dealing with global customers is not simply an extension of key account management, their most common response is to launch a formal global account management initiative. Done well this is powerful and effective; however without proper planning it can spell disaster. Drawing on widely accepted 'key success factors' for global account management as well as new elements revealed by their research, David Hennessy and Jean-Pierre Jeannet redefine the process global account management around the premise that sustainable value springs only from an expert understanding of the customer's industry, its structure and its strategy. The book covers all critical aspects of the topic (the planning process, account selection, team building, executive support, global IT requirements, compensation structures and more) and draws on interviews with top global account managers at leading companies including IBM, Cable and Wireless, Siemens, HP, Guinness, Cisco, and Procter & Gamble.
Customer Reviews:
Where is the value.......2007-02-16
This book was written by and for academics. Many of the examples are taken from one source in a company and show know real insight into creating value.
Book Description
A realistic and pracitical guide to success with the truly "global" customer
Book Description
While the concept of global account management (GAM) is not new, there are numerous differences (both subtle and overt) between it and the conventional management of overseas accounts. So what are they? How should we define GAM? And how can companies ensure that their global accounts are managed successfully?
Book Description
A detailed description of service offerings by the world's largest global custodians. Profiles covers the categories of Alternative Investments, Client Workstation Technology, Cash Management, Derivatives, Foreign Exchange, Fund Accounting, Network Management, Offshore Funds, Outsourcing, Portfolio Management and Performance Measurement, Proxy Services, International Securities Lending, Tax Reclaims, Trade Execution and more.
Average customer rating:
|
Global Account Management: A Complete Action Kit of Tools and Techniques for Managing Key Global Customers
Peter Cheverton
Manufacturer: Kogan Page
ProductGroup: Book
Binding: Paperback
 General
| Business & Investing
| Subjects
| Books
Global
| Marketing
| Marketing & Sales
| Business & Investing
| Subjects
| Books
Multilevel
| Marketing
| Marketing & Sales
| Business & Investing
| Subjects
| Books
General
| Sales & Selling
| Marketing & Sales
| Business & Investing
| Subjects
| Books
Management
| Sales & Selling
| Marketing & Sales
| Business & Investing
| Subjects
| Books
ASIN: 0749452277 |
Book Description
Global Account Management explains the significant challenges of establishing a global account strategy and guides the reader through the process of decisions and actions required to manage global accounts successfully. The book provides a thorough, workmanlike template for all businesses with global clients. Author Peter Cheverton highlights the difference between an international company operating in different markets and one that can be considered truly global. He explains that company directors need to understand whether a client has consistent needs across different countries, possesses a global operational structure, and has the ability to implement global decisions. Cheverton then details the factors critical to successful handling of a global account. The implications of making the wrong decisions in a global marketplace are enormous. Global Account Management gives readers the information and insight they need to ensure the future success of their companies.
Average customer rating:
|
Wildlife Resources: A Global Account of Economic Use
Manufacturer: Springer
ProductGroup: Book
Binding: Hardcover
General
| Popular Economics
| Business & Investing
| Subjects
| Books
General
| Real Estate
| Business & Investing
| Subjects
| Books
Wildlife
| Animals
| Biological Sciences
| Science
| Subjects
| Books
General
| Biology
| Biological Sciences
| Science
| Subjects
| Books
General
| Zoology
| Biological Sciences
| Science
| Subjects
| Books
General
| Ecology
| Biological Sciences
| Science
| Subjects
| Books
General
| Science
| Subjects
| Books
General
| Veterinary Medicine
| Medicine
| Subjects
| Books
General
| Biology
| Biological Sciences
| Professional Science
| Professional & Technical
| Subjects
| Books
General
| Zoology
| Biological Sciences
| Professional Science
| Professional & Technical
| Subjects
| Books
General
| Veterinary Medicine
| Medical
| Professional & Technical
| Subjects
| Books
All Amazon Upgrade
| Amazon Upgrade
| Stores
| Books
Business & Investing
| Amazon Upgrade
| Stores
| Books
Medicine
| Amazon Upgrade
| Stores
| Books
Professional & Technical
| Amazon Upgrade
| Stores
| Books
Science
| Amazon Upgrade
| Stores
| Books
ASIN: 3540613579 |
Book Description
This book is the first comprehensive account of the economic and socioeconomic importance of consumptive and non-consumptive use of wild animals around the world. It endeavours to treat this highly emotional subject objectively and scientifically with consideration of the importance of conservation and sustainable multiple use of natural resources for the best long-term benefit of man. Apart from up-to-date information on the different reptile, bird and mammal groups the book describes the background and principles that should govern wildlife utilization under varying ecological and sociological circumstances. The book is a most important source of information for any professionals concerned with wildlife management and those interested in wildlife conservation.
Average customer rating:
|
Best of Velocity: Global and Focus: Europe Cover Stories (Best of Velocity(Tm),2,)
Stragegic Account Management Association
Manufacturer: Strategic Account Management Assn
ProductGroup: Book
Binding: Audio CD
General
| Business & Investing
| Subjects
| Books
Management
| Management & Leadership
| Business & Investing
| Subjects
| Books
General
| Sales & Selling
| Marketing & Sales
| Business & Investing
| Subjects
| Books
General
| Business
| Books on CD
| Audiobooks
| Formats
| Books
Management
| Business
| Books on CD
| Audiobooks
| Formats
| Books
Sales
| Business
| Books on CD
| Audiobooks
| Formats
| Books
General
| Books on CD
| Audiobooks
| Formats
| Books
ASIN: 0972883614 |
Book Description
This digital document is an article from NBER Reporter, published by National Bureau of Economic Research, Inc. on September 22, 2003. The length of the article is 2751 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: Capital account opening, international reserves, and development: evidence and some policy controversies.(Research Summaries)
Author: Joshua Aizenman
Publication:
NBER Reporter (Magazine/Journal)
Date: September 22, 2003
Publisher: National Bureau of Economic Research, Inc.
Page: 9(4)
Distributed by Thomson Gale
Average customer rating:
- Solid Book For Investors and Entrepreneurs
- Mobile Wireless Telephony Basics and Investing
|
Tapping into Wireless : The Savvy Investor's Guide to Profiting From the Wireless Wave
Tom Taulli , and
Dave Mock
Manufacturer: McGraw-Hill
ProductGroup: Book
Binding: Hardcover
General
| Popular Economics
| Business & Investing
| Subjects
| Books
General
| Business & Investing
| Subjects
| Books
General
| Investing
| Business & Investing
| Subjects
| Books
Introduction
| Investing
| Business & Investing
| Subjects
| Books
General
| Personal Finance
| Business & Investing
| Subjects
| Books
General
| Electrical & Electronics
| Engineering
| Professional & Technical
| Subjects
| Books
General
| Telecommunications
| Engineering
| Professional & Technical
| Subjects
| Books
Radio & Wireless
| Telecommunications
| Engineering
| Professional & Technical
| Subjects
| Books
ASIN: 0071384197 |
Book Description
Where and how to invest in wirelesstoday's most promising "next big thing"
Wireless technologies are among today's major growth industries. By 2003, more than 500 million people will be using wireless devices. Yet, avid investors can be frustrated with complex terminology and confusing market factors. Tapping into Wireless provides the knowledge and strategies investors need to take advantage of wireless opportunities. It gives readers the ins and outs of the hardware, software, services, and technologies, along with the best opportunities for investing in this fledgling but well-entrenched industry. From understanding the basics of the industry to targeting market leaders, investing in pre-IPO companies, and even recognizing red flags in otherwise promising opportunities, Tapping into Wireless is the single best guidebook for making the smartest choices among today's wireless opportunities.
Customer Reviews:
Solid Book For Investors and Entrepreneurs.......2002-09-17
"Tapping Into Wireless" is written for those who want to invest in the high-growth area of wireless telecommunications. Entrepreneurs entering the wireless industry and people interested in learning more about the world of wireless will also benefit by reading this book.
The book begins with a chapter about the history of wireless technology. Taulli and Mock say we can understand the how's and why's of the industry by learning a bit about the history of wireless. This will help us make better investment decisions today.
After telling us about the advent of the telegraph and the early adventures to lay transatlantic cable to allow continent-to-continent communication, Taulli and Mock discuss Gugielmo Marconi's development of the radio and the growth of amateur radio.
Surprisingly, nearly 100 years ago, many people imagined that wireless would become the dominant personal communication device. Because of the ability of waves travelling through air to reach any location and the expense of laying cable from every point to every point, it seemed logical that person-to-person communication would be radio-based, not cable-based.
Yet, only recently have wireless personal communications become a consumer reality. Taulli and Mock explain that the wireless future had to wait until electronic advances allowed compact and reliable wireless devices.
That didn't stop early promoters of wireless from starting companies promising a bright future and guaranteeing huge investment returns. Taulli and Mock discuss the wireless telegraph investment bubble of the early 1900's.
Taulli and Mock write: "Unscrupulous stock promoters exaggerated this theoretical advantage of radio way beyond reason at the time....it demonstrates what can happen when a revolutionary technology emerges in a capitalist society. Truly, there was a very real and promising industry in wireless telegraphy and telephony; it only needed more time to develop. The problems with stock scams at this time actually had more to do with corrupt financiers than with the radio industry...."
Taulli and Mock explain a successful investor in technology must distinguish hype from reality. This doesn't imply the need to have an engineer's level of understanding of wireless technology.
Taulli and Mock write: "...knowledge of wireless technology may not be a significant advantage for the investor. The technology buffs who have the inside scoop on how all this stuff works often make no better investment choices than those who are clueless in this area."
The authors explain that too many other factors affect wireless investments, including government regulation, politics, communication standards adoptions, buy-in from industry leaders, intellectual property management, and consumer taste.
For example, Taulli and Mock tell us that, as radio grew in America, the U.S. government felt a foreign corporation shouldn't control the airwaves, so the U.S. government put pressure on Marconi to sell its U.S. radio interests to an American-based company. Overnight, G.E. and RCA became the dominant radio companies in America. By this example, the authors alert wireless investors to the politics and regulations affecting their investments.
We also learn about the formation of the Federal Communications Commission to manage the frequencies available to radio. Because unregulated use of the airwaves led to overlapping signals as multiple users tried to communicate on the same frequency, the government decided it should regulate the spectrum of available frequencies. The FCC decided it would own the air frequencies and auction off the rights to broadcast on various parts of the electromagnetic spectrum in various geographical regions.
Taulli and Mock tell us that, in 2001, the FCC earned nearly $17 billion from spectrum auctions. Further, the authors say the U.S. government will earn even more through such auctions in the future. (I've heard of entrepreneurs and investors buying auctioned airwave rights and reselling them for a huge profit. Some people have literally become very rich by legally buying and reselling thin air!)
In a chapter about investing in wireless network operators (i.e., the companies that provide access to wireless communication), Taulli and Mock tell us that spectrum licenses are an important investment metric (POPs).
Taulli and Mock write: "Licensed POP's include the population covered by spectrum licenses. If a service provider has a license to 10 MHz of spectrum in Atlanta, Georgia, then the population of this area is included in its figure for licensed POPs... . The owning of rights to spectrum is basically wireless real estate... ."
Taulli and Mock cover many other important investment measurements when evaluating wireless network providers, such as revenue per user, customer turnover, and the average cost to add a new customer.
Wireless network providers aren't the only way to profit by investing in wireless. Other chapters of "Tapping Into Wireless" discuss wireless IPO's, investing in wireless equipment and component manufacturers, mutual funds that invest in telecommunications, ways to invest in foreign wireless companies, and knowing when to sell a telecommunications stock. Angel investors will find the chapter about investing in smaller, private, wireless companies valuable.
Entrepreneurs will especially enjoy the chapter about wireless enterprise solutions. Basically, "enterprise solutions" involve helping companies use technology to become more efficient or to do things in new ways. Such enterprise-solution companies usually don't provide wireless network access nor manufacture components. Rather, they usually develop database systems and computer code allowing a company to use wireless devices in a productive way.
Taulli and Mock point out that wireless access to the Internet will create huge opportunities for entrepreneurs and those who provide wireless enterprise solutions.
Taulli and Mock write: "The combination of wireless capabilities with the resources available on the Internet has every entrepreneur chomping at the bit to develop something hundreds of millions of cellular phone owners would pay to have....The merging of the Internet and wireless communications has tremendous potential to change the lives and cultures of people around the globe... Not only do we have a global network that stores vast amounts of information at various nodes, we also have the capability to access one of those nodes from virtually anywhere on the planet."
Mobile Wireless Telephony Basics and Investing.......2002-06-14
As a former wireless professional and long time investor in wireless companies, I am frequently asked by fellow investors to recommend a good basic book on wireless. "Tapping into Wireless" fills the bill! The book is highly literate and well organized and covers wireless history, the wireless regulatory environment, the role of wireless service providers, the various warless technologies, and the evolution of wireless standards, and it does so without getting bogged down in technical detail. Better yet, it covers both wireless basics and investing in wireless companies. Not only does the book not favor a particular wireless technology, it cautions against getting emotionally involved with a particular technology. For those that are not intimately familiar with the industry, this is a great place to start.
Books:
- Marketing Across Cultures (4th Edition)
- Marketing of Hedge Funds: A Key Strategic Variable in Defining Possible Roles of an Emerging Investment Force (European University Studies, Series 5: Economics & Management)
- Marketing Research Information Services: 2003 Industry Report
- Marketing the Legal Mind
- Markets and States in Tropical Africa: The Political Basis of Agricultural Policies (California Series on Social Choice and Political Economy)
- Moral Imagination and Management Decision-Making (Ruffin Series in Business Ethics)
- NARROW MARGIN: The Battle of Britain and the Rise of Air Power 1930-1949 (Pen & Sword Military Classics)
- Negotiating Competitiveness: Employment Relations and Organizational Innovation in Germany and the United States
- Norway Business Law Handbook
- Oh My Goddess!: Mystery Child
Books Index
Books Home
Recommended Books
- Classroom Management for Middle and High School Teachers
- The Power of a Praying® Wife
- MP Financial and Managerial Accounting: The Basis for Business Decisions w/ My Mentor, Net Tutor, an
- Strategic Information Management: Challenges and Strategies in Managing Information Systems, Third E
- Security Policies and Procedures: Principles and Practices
- The Sleepwalkers: A History of Man's Changing Vision of the Universe
- The New Greek-English Interlinear NT
- Self Study Problems/Solutions Book Volume I Chapters 1-13 to Accompany Accounting Principles Fifth E
- The Defense of Community in Peru's Central Highland: Peasant Struggle and Capitalist Transition, 186
- Death of a Hussy
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset
Global Account Management: A Complete Action Kit of Tools and Techniques for Managing Big Customers in a Shrinking World
The Seven Keys to Managing Strategic Accounts
Successful Global Account Management
Global Account Management: Creating Value
