Starting GAM at Parker, Pioneering the change from Local Tactical Selling to Global Strategic Relationships

Often, Strategic or Global Account Management Programmes are owned, designed and implemented from a central programme office sitting close to the group sales & marketing function.   The programme is implemented top down across a broad front.  However, localized bottom-up programmes can be equally effective at getting SAM/GAM jump started in a company.  The key is to have a good GAM Pioneer at its heart.  This is the story of one such person at Parker Hannifin plc.

Published in Velocity by the Strategic Account Management Association, Volume 9, No. 1, 2007