Successful Global Account Management

Drawing on the findings of a number of international research projects, as well as their own experience as practitioners and consultants, the authors unravel the complexities of GAM. They introduce a wide range of case examples that clearly illustrate how many of the world's leading companies have addressed the challenges inherent in GAM. They also provide models, processes and implementation guidelines that will give any manager unique insights into all the major themes and issues directly related to achieving GAM effectiveness. It also shows CEOs and senior management the strategic importance of GAM in relation to their organization's overall business objectives.