In this podcast Kevan Hall, CEO of Global Integration, discusses global account management. Global account management has become common in large global organizations and their suppliers but it represents a real step up in complexity from national accounts or other local key accounts management.
Global accounts managers need to be able to cope with complex customers, manage the complexity of their own organizations (which can be harder) and deliver service and sales through matrix and virtual teams – often without traditional hierarchical authority.
A lot of global account management training focuses on sales ability but we also need to recognize and build the new skill levels required for this additional level of business complexity. In this podcast Kevan talks about what makes a global account and what are the key drivers of complexity in managing complex global account teams.
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Find out more about our and our approach to global accounts management and teams training, see other posts on global account management at http://www.global-integration.com
7 responses so far ↓
1 Global account management podcast // Feb 23, 2009 at 4:25 pm
[...] Listen to the global account management podcast [...]
2 John Bland // Mar 23, 2009 at 10:57 am
A great summary. Really captures the key issues and challenges
3 Global Account management in the matrix // Apr 7, 2009 at 7:58 am
[...] more posts on global account management at our global integration site. Listen to our global account management podcast. Find out about or global account management [...]
4 Peter Ramsde // Apr 7, 2009 at 9:55 am
This is a really good podcast on global account management. It clearly illustrates the issues faced by global account managers when managing global complex account team.
It also covers the thorny issues that often surface when dealing with large and complex accounts with differing cultures.
If you manage global accounts I would recommend listening to the podcast.
Peter Ramsden
Paramount Learning Ltd
5 Kevan Hall // Apr 7, 2009 at 10:02 am
Thanks Peter, we have had areally good response to the podcast.
6 Global account management skills // Apr 17, 2009 at 7:57 am
[...] You can see more about our global account management approach on our main site or contact us to request a copy of the questionnaire and pdf. Check out our global account management podcast. [...]
7 Global Account Team Skills - Managing corporate cultures // Oct 19, 2009 at 8:38 am
[...] Listen to our pdcast on Global Account Management [...]
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