Siemens AG: Key Account Management Harvard Case Solution & Analysis

Key Account Manager of the engineering company to convince department to give up important contracts. German engineering company Siemens has created a global key account management program in 2010. Key Account Manager in developing the account was requested of its customers to reduce the cost of two long-term contracts for a total amount of about € 300 million, that his client has signed with Siemens. While Siemens may legally refuse to review such actions could jeopardize relations Siemens "with the customer. At the same time, changes in the contracts result in losses for Siemens. As a key account manager to deal with this problem? He knew that he would have be creative, given that he had no direct authority in the situation, but it was the nature of his work.
To increase their effectiveness, color cases should be printed in color. "Hide
by Thomas Steenburgh, Michael Ahern Elena Corsi Source: Harvard Business School 33 pages. Publication Date: June 29, 2012. Prod. #: 512110-PDF-ENG

Share This

SALE SALE

Save Up To

30%

IN ONLINE CASE STUDY

FOR FREE CASES AND PROJECTS INCLUDING EXCITING DEALS PLEASE REGISTER YOURSELF !!

Register now and save up to 30%.