Here are some examples of how Brian Harrison Smith has worked recently with strategic account teams to ensure the SAM process produces profitable results.

General

• Helped craft strategic account management vision/mission statements and define the critical success factors

• Educated account teams on general management practices and setting practical strategic account priorities

• Helped structure effective account teams

• Helped prepare and facilitate account reviews

• Coached individual team members to maximize their individual success and job satisfaction

• Facilitated joint meetings for clients and their strategic accounts.

Account Attractiveness Assessment

• Helped research strategic client potential

• Worked with finance people to measure strategic client profitability

• Helped establish profitability attractiveness measurements

• Helped research strategic attractiveness in depth.

Strategic Client Relationship Analysis

• Guided client teams in defining the 23 relationship elements from a practical operating perspective

• Helped research the relationship element ratings in more depth

• Helped teams craft profitable plans to close the key element gaps.

SWOT Analysis

• Facilitated and documented profitable SWOT and PEST analysis discussions

• Helped research essential items in the SWOT Analysis in more depth

• Guided teams in sorting SWOT Analysis priorities and preparing practical action plans

• Assisted in documenting strategic relationships, in a manner, that permitted strengthening relationships for the long-term

• Guided teams in understanding the forces that drive each of the key people in strategic relationships and developing plans that are in line with each person's values and behavior styles.

Strategy

• Educated account teams on the latest best practices for setting actionable vision and mission statements

• Facilitated team work-outs to craft practical vision/mission statements for their strategic accounts and define the essential behaviors (values) to make the vision/missions a reality

• Guided teams in comparing client vision/missions with direct competitor vision/missions

• Helped teams develop a solid set of strategic ROI measurements for their strategic account management programs

• Guided teams in preparing presentations for approval and support of their strategic account plans within their own companies and strategic accounts.

Strategic Goals

• Educated account teams on the latest best practices for setting and following up strategic goals

• Lead productive thinking work-outs to craft strategic goals and resource management plans that differentiated client companies from competitors

• Helped teams identify new approaches for building relationships at minimal incremental cost.

Strategic Action Plans

• Helped account teams break down strategic goals into practical objectives that can be implemented and followed up on a scheduled basis

• Guided account team members in accomplishing their personal planning commitments to ensure commitments to strategic accounts were accomplished on schedule

• Assisted account teams in crafting and delivering their quarterly account reviews

• Facilitated and documented strategic account review meetings.