The challenges of having
Christie took a role in January managing several global accounts along with a team of people within her organization. I have several accounts that I work with at at varying degrees and I've noticed a couple of trends that have bubbled to the top on those that are successful and those that are still struggling.
So when I think about those accounts that are most successful within our organization, there are some common factors. The first is that we've taken a hard look on whether or not this is actually the right account, meaning that just because you have a lot of business with an account might not mean that you are able to develop a growth strategy within that account. Do you understand what's possible? Are you deep enough in that organization to really evaluate whether or not this account can grow for you or not? And let's face it, if it is not a gross accounts, they may be a phenomenal customer for you, but you wouldn't want to assign a key account team to try and grow that account if it's not possible.
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