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Transportation: Global account management


A number of large corporations have recognised that some of their largest customers are demanding a single global approach to their relationship. Moving from a regional to a global account management position is a significant move that must be considered carefully.

Client issue

Should we adopt a global account position and if so how do we do it?

Project questions

  • How does our business break down across the globe?
  • What are our strengths and weaknesses?
  • How many of our customers have a global perspective?
  • How many of our customers want and can manage a global relationship?
  • What are the pros and cons for us?
  • Where are the commercial opportunities?
  • What are the dangers of not taking a global stance?
  • What is the recommendation?
  • How should we move to global stance?
  • What are the implications for our current structure, roles and responsibilities?
  • Where should the responsibilities lie?
  • What process, systems, tools and skills do we need?
  • What is the plan?
  • What is the customer engagement plan?

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