Managing strategic customers

Managing strategic customer relationships is a multifaceted endeavour with puzzling results for many companies. Whilst they implement Strategic Account Management (SAM) programmes to achieve larger share of wallet (i.e. customer spend) and increased revenues and profits, these programmes often result in lower prices and higher costs to serve for the providers. Most companies however, need […]

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Leadership Perspectives 22 – Stuart Tootal

Stuart Tootal – Former commander of British Army’s 3rd Battalion, Parachute Regiment (3 PARA), in Afghanistan. Now a leadership consultant who contributes to Møller Executive Education programmes and a corporate Managing Director.

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