Over the years, we have merged with other local dealers and, today, provide a total solution for any office products need.
It is not easy to do and it is not always enjoyable to do but when a key account works well it is extremely satisfying. Major account management is a broad subject and this paper is designed to help make the management of key accounts: There are many definitions of major account management but our favourite and one we have used throughout our work, is from The Financial Times: This summary looks at each part of this definition i.
One can often see two ways of managing major accounts that are certain to fail. The first is management by chance. There is no control. There is no plan. No one can explain why we are winning the business or forecast how long our success will last.
We do not learn from our mistakes or from our successes. This is at one extreme. At the other extreme is management by formula. Here everything is documented, controlled and decided. I have seen one account planning process which demands that for every account the team must hold a one day orientation meeting, then gather information for twenty-one working days and then hold a two day planning session.
The timescale cannot be changed. The people who must be present never change. The documents that must be prepared are described in detail.
The process is a good one but it leaves no room for flexibility, common sense or the differences that exist both between accounts and departments. We need a way of managing key accounts that is effective, consistent and flexible.
We need a way of working that is simple but strong. We need discipline and we need creativity. So, how is Major Account Management like an art?
Think of the discipline of a dancer or a singer, they know that they work best if they create inside disciplines of their art.
A poet follows certain rules of rhyme and structure and a painter knows the disciplines of colour and line. Every artist expects to practice. The painter sketches, trying different compositions, e actors rehearse until the words are coming perfectly; the dancer works at the bar to keep fit and to perfect every movement and musicians play the piece over and over again.
The performance often looks easy but we know that it took a great amount of work. Discipline and practice alone will not make an outstanding artist.
There needs to be a spark — something special that allows the artist to see what many others miss and to communicate their understanding powerfully and clearly. The artist allows us to see and hear things differently. Managing a major account needs all three parts.
Creativity allows us to change the past, to find new ways to solve problems and to win opportunities.
If we think of Major Account Management as an art then we will avoid the two dangers of working randomly and working rigidly. Major Account Management is not a single act but a series of actions which link together to produce a powerful, professional and profitable result.Becoming an Authorized Representative An applicant and or recipient may appoint or designate an individual or organization to serve as an Authorized Representative on their behalf.
The individual or organization may assist with the application and/or renewal process and receive copies of notices for SNAP, cash and medical assistance. Learn & Plan. FaithLife Financial’s roots go back nearly a century – helping people be wise with money and live generously.
You can achieve your financial goals and give back along the way. Developing a real estate business plan is critical to forming a healthy and sustainable business, defining and measuring your sales goals, and growing your business holistically and proactively.
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Feb 18, · The classic example of focusing on inputs rather than outputs is our dysfunctional education system. For many years the educational establishment . Petter Business Systems – Outside Sales Representative. Petter Business Systems,a division of Henry A.
Petter Supply Company,headquartered in Paducah, KY, is the largest independent office supply dealer serving Western Kentucky and Southern Illinois.