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Third Party Interviewers

When you want to measure the health of an account relationship, you might consider using third party trained interviewers. Here is why:

Third-party interviewers are dispassionate and objective observers. They are well trained, seasoned interviewers who know what questions to ask and how to ask them.

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Most Effective SAMPs

The most effective Strategic Account Management Programs (SAMPs) we know of share a mutually beneficial relationship with their suppliers. That means they deliver superior value to their customers that in return deliver superior value back to them.

Defining these two-sided values requires that firms know—or be willing to learn—what they do not know about their strategic customers.  In many cases, suppliers need to replace their current assumptions by creating a new listening focus for their strategic accounts.

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Effective Communication

Communication does not end with the click of the send key.  Many times we think we are clear, yet we are disappointed with results and lose precious time making corrections.  Effective communication goes beyond relaying information. 

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Lessons from Real Life

Life experiences are great learning tools.  In order to capitalize on life's lessons and use them to your benefit, good leaders will:

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Is the Relationship Healthy?

As the retail industry has learned, customer satisfaction research provides an efficient and effective means to learn about customers' perceptions.  From the fast-food industry to the automobile industry, customer satisfaction surveys are used to continuously monitor the pulse of market perceptions and to adjust product and service offerings accordingly. 

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Quantifying Value

Why is it important to quantify the value I provide to my customer? What are possible ways to add value?  How do I identify value-added services?

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Unleashing the power of business relationships.