Leading global firms view customers as assets and systematically invest in developing those who manage them. Retaining key customer-facing employees and equipping them with the capabilities and tools to better manage strategic customers will be a major factor in remaining competitive and profitable in today’s global marketplace. AMC helps firms design and implement solutions that improve the performance of teams and individuals responsible for strategic customer management. We work directly with HR to integrate strategic customer manager development and training into a larger talent management framework to increase consistency, transparency, and rigor concerning training offerings and development tools.

Are you providing targeted training to those managing your most important customers?

Many companies find the growth of their Strategic Customer Management Program constrained because they are not developing a pool of new talent to backfill account managers who transition to other positions and to fill new positions needed to grow. Whenever the wrong person is put in a customer management role, it is expensive from a training and opportunity costs perspective, not to mention the diminished morale that results when top talent must work with a low performer. Filling all of your positions with the talent you need, and having confidence that you have bench strength developing for the future, will only happen by putting in place a comprehensive talent planning process.