More search options
Basket icon
No items
Basket icon

Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Compact case
Case
-
Reference no. IMD-3-1853
Subject category: Strategy and General Management
Authors: Winter Nie (International Institute for Management Development (IMD)); Thomas E Vollmann (International Institute for Management Development (IMD)); Inna Francis (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2007
Version: 27.07.2007
Length: 3 pages
Data source: Field research
Topics: Key account management; Intrapreneurship; Client relationship management; Customer satisfaction; Cross-company team building; Engineering; General management
Share a link: https://casecent.re/p/75357
| No reviews for this item
View our pricing guide or login to see prices.

Abstract

This is part of a case series. This case series explores the issues faced by the key account manager appointed to handle one of the company’s major accounts, but one that is just about to walk out the door. The cases demonstrate efforts to turn the situation around, including improved knowledge of the client’s business and industry, cross-company team building, and a governance process for continual improvement.

Time period

The events covered by this case took place in 2006-2007.

Geographical setting

Countries:
Switzerland; Germany; United States

Featured company

Asea Brown Boveri
Turnover:
USD 20.7 billion
Teaching note
-
Reference no. IMD-3-1852-T
Subject category: Strategy and General Management
Authors: Winter Nie (International Institute for Management Development (IMD)); Thomas E Vollmann (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2008
Version: 21.04.2008
Length: 12 pages
Data source: Field research
View full details
Case
-
Reference no. IMD-3-1852-ES
Spanish language
Subject category: Strategy and General Management
Authors: Winter Nie (International Institute for Management Development (IMD)); Thomas E Vollmann (International Institute for Management Development (IMD)); Inna Francis (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2010
Version: 13.03.2020
Revision date: 30-Mar-2020
Length: 9 pages
Data source: Field research
Topics: Key account management; Intrapreneurship; Client relationship management; Customer satisfaction; Cross-company team building; Engineering; General management
View full details
Case
-
Reference no. IMD-3-1852
Subject category: Strategy and General Management
Authors: Winter Nie (International Institute for Management Development (IMD)); Thomas E Vollmann (International Institute for Management Development (IMD)); Inna Francis (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2007
Version: 27.07.2007
Length: 8 pages
Data source: Field research
Topics: Key account management; Intrapreneurship; Client relationship management; Customer satisfaction; Cross-company team building; Engineering; General management
View full details
Compact case
Case
-
Reference no. IMD-3-1853-ES
Spanish language
Subject category: Strategy and General Management
Authors: Thomas E Vollmann (International Institute for Management Development (IMD)); Winter Nie (International Institute for Management Development (IMD)); Inna Francis (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2010
Version: 13.03.2020
Revision date: 31-Mar-2020
Length: 4 pages
Data source: Field research
Topics: Key account management; Intrapreneurship; Client relationship management; Customer satisfaction; Cross-company team building; Engineering; General management
View full details
Compact case
Case
-
Reference no. IMD-3-1853-PB
Portuguese language
Subject category: Strategy and General Management
Authors: Winter Nie (International Institute for Management Development (IMD)); Thomas E Vollmann (International Institute for Management Development (IMD)); Inna Francis (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2020
Version: 25.02.2020
Length: 3 pages
Data source: Field research
Topics: Key account management; Intrapreneurship; Client relationship management; Customer satisfaction; Cross-company team building; Engineering; General management
View full details
Compact case
Case
-
Reference no. IMD-3-1854-ES
Spanish language
Subject category: Strategy and General Management
Authors: Thomas E Vollmann (International Institute for Management Development (IMD)); Winter Nie (International Institute for Management Development (IMD)); Inna Francis (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2010
Version: 13.03.2020
Revision date: 31-Mar-2020
Length: 2 pages
Data source: Field research
Topics: Key account management; Intrapreneurship; Client relationship management; Customer satisfaction; Cross-company team building; Engineering; General management
View full details
Compact case
Case
-
Reference no. IMD-3-1854
Subject category: Strategy and General Management
Authors: Winter Nie (International Institute for Management Development (IMD)); Thomas E Vollmann (International Institute for Management Development (IMD)); Inna Francis (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2007
Version: 07.08.2007
Length: 1 pages
Data source: Field research
Topics: Key account management; Intrapreneurship; Client relationship management; Customer satisfaction; Cross-company team building; Engineering; General management
View full details

About

Abstract

This is part of a case series. This case series explores the issues faced by the key account manager appointed to handle one of the company’s major accounts, but one that is just about to walk out the door. The cases demonstrate efforts to turn the situation around, including improved knowledge of the client’s business and industry, cross-company team building, and a governance process for continual improvement.

Settings

Time period

The events covered by this case took place in 2006-2007.

Geographical setting

Countries:
Switzerland; Germany; United States

Featured company

Asea Brown Boveri
Turnover:
USD 20.7 billion

Related

Teaching note
-
Reference no. IMD-3-1852-T
Subject category: Strategy and General Management
Authors: Winter Nie (International Institute for Management Development (IMD)); Thomas E Vollmann (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2008
Version: 21.04.2008
Length: 12 pages
Data source: Field research
View full details
Case
-
Reference no. IMD-3-1852-ES
Spanish language
Subject category: Strategy and General Management
Authors: Winter Nie (International Institute for Management Development (IMD)); Thomas E Vollmann (International Institute for Management Development (IMD)); Inna Francis (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2010
Version: 13.03.2020
Revision date: 30-Mar-2020
Length: 9 pages
Data source: Field research
Topics: Key account management; Intrapreneurship; Client relationship management; Customer satisfaction; Cross-company team building; Engineering; General management
View full details
Case
-
Reference no. IMD-3-1852
Subject category: Strategy and General Management
Authors: Winter Nie (International Institute for Management Development (IMD)); Thomas E Vollmann (International Institute for Management Development (IMD)); Inna Francis (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2007
Version: 27.07.2007
Length: 8 pages
Data source: Field research
Topics: Key account management; Intrapreneurship; Client relationship management; Customer satisfaction; Cross-company team building; Engineering; General management
View full details
Compact case
Case
-
Reference no. IMD-3-1853-ES
Spanish language
Subject category: Strategy and General Management
Authors: Thomas E Vollmann (International Institute for Management Development (IMD)); Winter Nie (International Institute for Management Development (IMD)); Inna Francis (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2010
Version: 13.03.2020
Revision date: 31-Mar-2020
Length: 4 pages
Data source: Field research
Topics: Key account management; Intrapreneurship; Client relationship management; Customer satisfaction; Cross-company team building; Engineering; General management
View full details
Compact case
Case
-
Reference no. IMD-3-1853-PB
Portuguese language
Subject category: Strategy and General Management
Authors: Winter Nie (International Institute for Management Development (IMD)); Thomas E Vollmann (International Institute for Management Development (IMD)); Inna Francis (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2020
Version: 25.02.2020
Length: 3 pages
Data source: Field research
Topics: Key account management; Intrapreneurship; Client relationship management; Customer satisfaction; Cross-company team building; Engineering; General management
View full details
Compact case
Case
-
Reference no. IMD-3-1854-ES
Spanish language
Subject category: Strategy and General Management
Authors: Thomas E Vollmann (International Institute for Management Development (IMD)); Winter Nie (International Institute for Management Development (IMD)); Inna Francis (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2010
Version: 13.03.2020
Revision date: 31-Mar-2020
Length: 2 pages
Data source: Field research
Topics: Key account management; Intrapreneurship; Client relationship management; Customer satisfaction; Cross-company team building; Engineering; General management
View full details
Compact case
Case
-
Reference no. IMD-3-1854
Subject category: Strategy and General Management
Authors: Winter Nie (International Institute for Management Development (IMD)); Thomas E Vollmann (International Institute for Management Development (IMD)); Inna Francis (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2007
Version: 07.08.2007
Length: 1 pages
Data source: Field research
Topics: Key account management; Intrapreneurship; Client relationship management; Customer satisfaction; Cross-company team building; Engineering; General management
View full details