“Applying Global Account Management at DHL How one leading organization has proved the payoff”
There is now increasing evidence that good Global Account Management (GAM) can lead to significant improvements in profitability. In particular, excellent GAM companies have gone beyond developing a different operating model for their group of Global Accounts to establishing different models for each Global Account. In this article we consider the rich experience of DHL in applying GAM principles to its Global Accounts and describe the payoff that such an approach has delivered over time.
Published in The Journal of Selling and Major Account Management by the Sales Research Trust, Volume 2,
No. 1, 1999