Global Account Management: Creating Value - Tapa dura

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Dr. H. David Hennessey is currently an Associate Professor of Marketing and International Business at Babson College, Wellesley, MA. USA. He is an Associate of Ashridge, UK, and has taught at IMD, Lausanne, Switzerland
.Prior to this he was the Director of Marketing at Interpace Corporation and worked as the Market Analyst at American Can Company. He previously consulted for AT&T, ICI, Jardine Matheson, Compaq, Philips, DSM, and Ansell Edmont.
His previous publications include: Global Marketing: Strategy and Cases, 5th Edition (2001), and How to Write a Marketing Plan, 3rd Edition (1998).

Dr. Jeane-Pierre Jeannet is currently the F.W. Olin Distinguished Professor of Global Business and Director of the William F. Glavin Center for Global Management at Babson College, Wellesley, MA, USA. He also has a dual appointment as Professor of Global Marketing and Strategy also at IMD, Lausanne, Switzerland.
He previously worked in banking in Switzerland and New York and has been an active consultant with many international firms such as AVEBE, Coutts, Deloitte Touch Tohmatsu, DSM, Huntsman Chemicals, ICI, Lego, Nokia, Polaroid, Serono, Siemens, Swatch and Zeneca.
His previous work includes Managing with a Global Mindset and co-authored titles including: Marketing Problems, Cases in International Marketing, Global Marketing: Strategies and Cases, and Cases in Marketing Management.

De la contraportada

David Hennessey and Jean-Pierre Jeannet are linked to prestigious management schools and have taught a number of executive programs focused on developing global strategy for specific customers. Recently there has been a demand from these companies for executive programs focused solely on how to effectively understand and service global accounts. Around 20 of the top executives worldwide who run successful global account programs have been interviewed to provide up to the minute practical information on this topic. The globalisation of many industries has created a unique opportunity to interact with a client on a coordinated global basis. Traditional markets are saturated, industries have consolidated, customer bases are shrinking, and purchasing processes are changing. Many companies are faced with handling large global customers, and this requires special expertise, systems and organizational alignment to ensure a long-term supplier-buyer relationship. <p>The practice of global account management (GAM) requires the development of a new structure, which is needed to support the global account manager. Companies are struggling with the components of this new structure as well as with GAM’s role providing additional value for the global account, which could not be provided effectively at the local level. Supported by case studies and interviews, this book examines the key aspects of developing and managing global customers.</p>

De la solapa interior

David Hennessey and Jean-Pierre Jeannet are linked to prestigious management schools and have taught a number of executive programs focused on developing global strategy for specific customers. Recently there has been a demand from these companies for executive programs focused solely on how to effectively understand and service global accounts. Around 20 of the top executives worldwide who run successful global account programs have been interviewed to provide up to the minute practical information on this topic.