Pharma and life sciences brands are operating in an evolving business landscape that increasingly prioritizes unique consumer expectations about treatment. Unlike other industries, however, the stakes ...

In this week’s executive interview, Jagdish C Belwal, CIO at Tata Motors Limited, along with his colleagues Vinod Sahay, who heads sales and marketing for Medium & Heavy Trucks, and Anurag Dubey, who ...

Key accounts, strategic accounts, enterprise accounts. Only the names change. The reality is the same. It is the only area I know of where companies intentionally increase their costs and decrease ...

Excerpted from “SAM-Legal: Turning Key Clients Into Strategic Accounts, a Guide to Law firm Strategic Account Management” by Steve Bell and Silvia Coulter. This excerpt, from an early chapter in the ...

The medtech marketplace has experienced drastic changes in recent years. Economic forces have accelerated on hospitals, forcing them to become more cost conscious. Hospital purchasing has become more ...

You’ve probably heard all about how important it is to build relationships with your customers. How it’s critical that you put your customers first. But how exactly do you make that work in your ...

Strategic account management is a process that allows a business to create a win-win alliance with its most significant customers. Businesses that choose to follow a strategic account management ...

Account managers these days are often juggling between different applications and digital tools. This leads to data and intelligence being stored in silos. When it comes to account planning, a lot of ...

In the last few decades, with the spread of globalization, many companies expanded their businesses to operate globally at either the supply side or demand side—or both. Take the example of Jane, an ...

Relationships are at the core of any business, so building strong ones is important. One relationship-building strategy that is increasingly becoming popular in healthcare – particularly in the ...

From the time you book an airline flight until that plane lands, your pecking order in the airline's customer hierarchy determines your travel experience. To the airlines, all customers are not ...

The strategic management process is more than just a set of rules to follow. It is a philosophical approach to business. Upper management must think strategically first, then apply that thought to a ...