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Comment on Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset by Jordan D. Lewis

Jordan D. Lewis — Tue, 21 Feb 2012 04:00:51 +0000

5 of 5 people found the following review helpful:

Wise, thorough, and timely., October 2, 2001

Jordan D. Lewis (Washington, DC USA) -

This review is from: Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset (Hardcover)

For decades, companies have recognized the central value of getting close to their customers. Yet most attention to that topic has focused on selling to consumers. How to build such vital relationships with business customers has never been spelled out. Noel Capon's new book is far more than the best work on a long-ignored topic. Its breadth, depth, and practicality make Key Account Management and Planning a resource that should be valued by sales and marketing executives, their colleagues, and top executives for many years to come.

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Comment on Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset by KndIrl "villipauli"

KndIrl "villipauli" — Tue, 21 Feb 2012 03:27:05 +0000

15 of 16 people found the following review helpful:

Very thorough, March 12, 2002

KndIrl "villipauli" (Helsinki, Finland) -

This review is from: Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset (Hardcover)

Working in KAM and writing my thesis on Benchmarking KAM/KAS, I find this book to be one of the two cornerstones for me. It is well-developed and unlike many of the other books on the market, it leaves you with the impression that the process is difficult, but possible with proper planning. I have read many other books on the subject, that tell amusing anecdotes, make it look simple, and give little structure for proceeding. They are actually long sales brochures for the consultants that wrote the books. Capon's book covers how to manage the process of selecting, approaching, and acquiring key accounts, and more importantly, how to align this process with the strategy of the firm. Very useful.

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Comment on Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset by Jeff Vance

Jeff Vance — Tue, 21 Feb 2012 02:58:05 +0000

33 of 33 people found the following review helpful:

Thorough introduction to account management., December 11, 2002

Jeff Vance (Redwood City, CA United States) -

This review is from: Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset (Hardcover)

As a manager in a large international consulting firm, I've been exposed to a number of different issues in a key account management. This is one of the most thorough reviews of the subject I've come across.

The book spends about 30 pages covering the introduction to what Key Account Management is, and more importantly what it is not. It provides a balanced view to the benefits to both the customer and supplier firm, as well as instances where key account management may not be appropriate.

The bulk of the book (Part 2 and 3) covers key account analysis and planning. It devotes two entire chapters to key account analysis and supplier firm analysis/competitor analysis. These are perhaps the most valuable chapters in the book. Chapter 7 covers formulating and capturing the key account strategy -- from the vision and mission statements through action plans and resource committments. Part 2 also provides significant coverage of the various organizational issues around organizing for key account management.

Part 4 covers critical issues in key account management, including issues in partnering with your key accounts and a whirlwind treatment of issues related to global account management.

The content of the book (though dry) is good for a survey of the issues. A number of examples are provided to illustrate points, though some of these examples are fairly weak and could have easily been omitted. The exercises and appendices provided take up nearly 70 pages. The exercises are extremely helpful at boiling down analysis, planning and information requirements for improving key account plans. The appendices provide exposition and further examples to back up the content.

Overall, I would recommend this book for anyone who is new to account management and looking for a very even-handed overview of the structure, processes and critical issues for account management. It was exactly what I expected. I would not recommend this book for someone who is looking for an introduction to a sales organization or for tecniques on selling as that's not where the book is focused.

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Comment on Save for short/long term financial goals – U Can Do It by cullen61918

cullen61918 — Tue, 21 Feb 2012 02:24:34 +0000

@usaa always making finances easier

Comment on The Money Masters (Part 7 of 22) by clearasvodka

clearasvodka — Sat, 18 Feb 2012 14:36:58 +0000

@smoothness1000 ….nobody is perfect. But I'd take Jackson over the majority of the Presidents we have had over the past 20 years….

Comment on The Money Masters (Part 7 of 22) by smoothness1000

smoothness1000 — Sat, 18 Feb 2012 14:31:54 +0000

@clearasvodka You say nobodies pefect when you fail a test, make a mistake at your job or even cheat on your spouse. The things he advocated were pure evil. With that being said let me ask you this question. Why would I (a black man) or any person of color even consider supporting someone with such heinous political views?…

Comment on The Money Masters (Part 7 of 22) by clearasvodka

clearasvodka — Sat, 18 Feb 2012 13:49:54 +0000

@smoothness1000 It depends on which evil you can live with. All rulers are flawed in one way or another. For example, Obama is weak when it comes to standing up to international banking interests. Yet, he has done a great deal so far to help minorities like yourself have a political voice. If we had a President with one half the spine of Jackson we could run the bankers out of Capitol Hill and have some chance at a healthy economy. Take your pick. You can't have it both ways. Choose.

Comment on The Money Masters (Part 7 of 22) by smoothness1000

smoothness1000 — Sat, 18 Feb 2012 13:34:25 +0000

@clearasvodka First: Obama didn't give me a voice I'm capable of thinking for myself. Second: Your argument supports what i'm trying to say about Jackson's homogeneous way of thinking. That way of thinking is one-sided and completely anti-domocratic. So whatever choice I make i'm screwed my friend screwed. But, international banking is a major problem in our counrty so let's just say we agree to disagree…

Comment on The Money Masters (Part 7 of 22) by clearasvodka

clearasvodka — Sat, 18 Feb 2012 12:47:07 +0000

@smoothness1000 Yes we agree to disagree. As long as corporate and banking interests have their claws firmly into our politicians, there is no way we can get things done. Until that day when the bankers are driven from Capitol Hill much like they were driven from the temple in Jerusalem, nothing meaningful will get done for the working class. Right now we have to settle for what we get. A Jackson is our consolation prize.

Comment on The Money Masters (Part 7 of 22) by navas1971

navas1971 — Sat, 18 Feb 2012 11:51:37 +0000

this is why we can not let everything on the hands of the private sector or all in the government , all must be regulated so no one abuse the people of this country ,is the government job to make sure that companies or banks make money but without abuse of power or of the people. but I think all politicians congress is loyal to private sector Banks, oil companies , etc. and as soon as we find a president who fights wall street they either get kill or vote out of office with lies.(Kennedy,Lincoln