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 ...

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 ...

Expanding business with existing customers is the most successful and cost-effective way to grow revenue and profit. “The Benchmark Report on Top Performance in Strategic Account Management” study ...

Strategic planning refers to what a business wants to do, while strategic management refers to how it's going to do it, explains management strategist Deron King of business consulting firm WIPFLI. A ...