This case series explores the issues faced by the key account manager appointed to handle one of the company’s major accounts, but one that is just about to walk out the door. The cases demonstrate efforts to turn the situation around, including improved knowledge of the client’s business and industry, cross-company team building, and a governance process for continual improvement.
ABB and Caterpillar (A): Key account management
Summary
This case series explores the issues faced by the key account manager appointed to handle one of the company’s major accounts, but one that is just...
Best-selling
Case Study
Reference
IMD-3-1852
Copyright
©2007
Copyright owner
IMD Copyright
Organization
Asea Brown Boveri
Available Languages
English
Contact
Research Information & Knowledge Hub for additional information on IMD publications
ABB and Caterpillar (B): The renaissance
Summary
This case series explores the issues faced by the key account manager appointed to handle one of the company’s major accounts, but one that is just...
Reference
IMD-3-1853
Copyright
©2007
Copyright owner
IMD Copyright
Organization
Asea Brown Boveri
Available Languages
English
Contact
Research Information & Knowledge Hub for additional information on IMD publications
ABB and Caterpillar (C): Traction motors
Summary
This case series explores the issues faced by the key account manager appointed to handle one of the company’s major accounts, but one that is just...
Reference
IMD-3-1854
Copyright
©2007
Copyright owner
IMD Copyright
Organization
Asea Brown Boveri
Available Languages
English
Contact
Research Information & Knowledge Hub for additional information on IMD publications