In my 8.5 year tenure with Compass Group, Plc. I had the pleasure to lead six different global accounts including two of the accounts referenced in this best practice article by SAMA’s Velocity magazine. Compass Group won an international award for excellence in this realm and some specific insights into best practices are relayed on the attached. It is interesting to me that with hindsight a very good job could have been done better. Compass is a fantastic company with a clear commitment to global/strategic account management… and it is also committed to capturing key learnings and embarking on a continuous improvement program.
In addition to eating, living and breathing so many of the processes, templates, tools, tactics, errors and omissions of the case studies referenced, I also have absolute clarity on where and how to do the job better both at an individual account leadership level and for setting up a world-class program for a large organization.