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Compact case
Case
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Reference no. IMD-3-1854
Published by: Institute for Management Development (IMD)
Originally published in: 2007
Version: 07.08.2007

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

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

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