-
senior
management sponsorship
-
commitment
from your local country managers
-
Global
Account policies signed-off by your leadership team
-
clear,
objective criteria for selecting Global Accounts
-
well-defined
metrics / rewards for Global Account Managers
-
programs to
support the host / headquarters site of the Global Account
-
programs to
support affiliate / local sites of the Global Account
-
an executive
partner program to support your top Global Accounts
-
standards of
excellence for Global Account Managers
-
reward
mechanisms that fairly compensate team-selling
-
tracking
surveys to monitor Global Account satisfaction / loyalty
-
documented,
approved Global Account Plans
-
the ability
to report timely results against the Account Plan
-
quarterly
Global Account reviews
-
clear
communication lines from your Company into Global Accounts
-
recognition
of the Account Manager as the single point of coordination
-
multi-year
Global Account contracts
-
mechanisms
to address local and global purchase requirements
-
effective,
fair, profitable pricing for Global and National Accounts