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Essay / Research Paper Abstract
This 5 page paper looks at global account management according to information submitted by a student. The pitfalls of global accounts are discussed. Bibliography lists 1 source.
Page Count:
5 pages (~225 words per page)
File: RT13_SA242pit.rtf
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Unformatted sample text from the term paper:
account management may appear to be something that is becoming more and more popular, there are pitfalls and challenges ahead for any firm embarking on enlarging its clientele in such
a manner. Of course, in todays global economy, it is difficult not to acquire business abroad, but it is also difficult for some business to both expand and stand on
its feet. When clients surpass a firms capabilities, sometimes it is wise not to expand globally. Global account management is challenging to multinational corporations and had actually occurred primarily
with mainstream activities (Arnold, Birkinshaw & Toulan, 2001). It is a trend that seems to be here to stay, but an evaluation of the practice may prompt some companies to
reconsider, particularly if their systems are not up to par, or their management style is not conducive to handle these types of accounts. Yet, many companies are able to handle
the expansion and can in fact benefit from it. There is in fact a trend of global customer management and this seems to undermine traditional logic, something that also undermines
traditional types of organization in many firms (Arnold, Birkinshaw & Toulan, 2001). Although there are many benefits of this type of management, there are many drawbacks to it as well
(2001). How might a company know if global customer management is conducive to their style of business? Authors break companies down into three distinct categories. One type are companies that
are truly one step ahead of their customers, such as 3M (2001). These firms tend to look for strategic relationships that can grow with them (2001). They are in fact
creating global accounts on their own terms, and in such instances, this methodology is fine (2001). If a firm is on the same page as their clients, and are even
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