Outcome Based Account Management. At least once a year we need to look beyond dollar numbers relationships and activities to think about our Key Accounts processA good deal of frameworks are mentioned in the book Key Account Management-The definitive guide by Malcom McDonald Diana Woodburn. Higher revenue higher margins longer contracts deeper penetration more mindshare stronger relationships and some of the concepts are the same the paths to get there can be quite different.
Strategic account management SAM or key account management focuses on building long-term mutually beneficial partnerships with key customers. Outcome-based management binds multiple pro-grams together to achieve higher levels of planning. If you need help growing your company or would like me to speak at your event please contact me.
Strategic account management SAM or key account management focuses on building long-term mutually beneficial partnerships with key customers.
Outcome-based management binds multiple pro-grams together to achieve higher levels of planning. In a nutshell instead of trying to sell more and more things Amazon focuses on enabling their users to achieve more. Outcomes-based healthcare is a popular topic of conversation in healthcare today. Using fall rates as an example if a small 10-bed hospital sees 10 patients in one month and one patient falls then their fall rate is high 10 percent.