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Of the highest priority is identifying and developing the segments of the workforce that drive current and future growth, which is why the issue of employee investment is most important and urgent with respect to those managing a firm’s strategic customers. These critical clients don’t just buy products and services, they buy expectations. Superior product and high caliber performance is taken for granted as merely the price of entry for doing business together. What they want is the commitment of and access to the supplier’s total operation. They want problem solving and creative thinking about their business.
Recent research at both Columbia Business School and St. Gallen University has shown that a company’s ability to deliver on these expectations is largely dependent upon the quality of the key customer-facing employees who manage those relationships. Retaining and equipping them with the tools to better manage strategic, multi-national customers will be a major factor in remaining competitive and profitable in today’s global marketplace. What’s needed is a mix of highly analytical people with technological savvy, creativity, adaptability, global know-how, and great communication skills to collaboratively solve complex and rapidly changing issues.
Building Capabilities to Meet Today’s Business Challenges
Neither corporate HR offerings nor typical executive education teaches business acumen from the lens of a customer-facing employee. In fact, most of the core business subjects and the way they are taught remains one-dimensional (i.e. marketing, operations, organizational behavior, IT, finance, economics, and strategy). In response to the needs of global companies, these alliance partners have specifically designed the Global Account Manager Certification Program (GCP), a four-week, dual-certification program, to train future leaders to master the increasingly complex role of the global account manager. Designed for the elite, next-generation global account managers, GCP’s curriculum focuses on the critical success factors for driving revenue, growth and profitability with strategic customers.
Successful global account managers have high analytical and conceptual abilities that enable them to recognize and define customer issues. They also have the ability to advocate a point of view to multiple levels of the customer organization and to build a commitment within that organization that leads it to take action on issues relating to the future wallet. The GCP is designed to develop these abilities.
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GCP Dates 2008
Module I
Feb. 18-22, 2008 St.Gallen
Module II
Apr. 14-18, 2008 NewYork
Module III
Jun. 02-06, 2008 St.Gallen
Module IV
Sep. 08-12, 2008 NewYork
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