Strategic Account Management Assn schematic of a 6-step value-selling process implemented by a Strategic, Key or Global Account Manager. Process aligns very closely to the actual job of a SAM and associated skills and behaviors. For more info visit www.strategicaccounts.org.

1. Business Outcomes
• Superior Growth
• Superior Profitability
Excellence in the SAM Process • Innovative & Scalable Customer
Solutions
• Superior Customer Loyalty
• Risk Management
SAM Process (Value Selling) Priority Areas
Understanding SAM as the Process Leader
Organizational Joint Solution
Development and
of Strategic Customer Value
Priorities and
Co-Creation Mobilize a
Strategic Account &
• Influencers & decision makers • Provoke innovative solutions Collaborative
Opportunity Planning
• Client business drivers • Blueprint value proposition Multifunctional
• Identify needs, expectations, and “moneytize” it •Team process
Drive the
pains • Define customer engagement • Involve core expertise and
strategy
key Stakeholders
• Create customer alignment
Overall Relationship
and Outcome
Negotiating and Management
Closing Deliver to Customer • Expand share of wallet
• Build value proposition with • Strengthen relationship
Commitments and
customer • Trusted advisor role
• Understand customer
Orders
negotiation goals • Delivery and quality metrics
• Understand role of competition • Impact on customer metrics
© 2011 Strategic Account Management Association.