Key accounts, strategic accounts, enterprise accounts. Only the names change. The reality is the same. It is the only area I know of where companies intentionally increase their costs and decrease ...

Account managers these days are often juggling between different applications and digital tools. This leads to data and intelligence being stored in silos. When it comes to account planning, a lot of ...

In the last few decades, with the spread of globalization, many companies expanded their businesses to operate globally at either the supply side or demand side—or both. Take the example of Jane, an ...

80% of a typical business's income comes from just 20% of its customers. So does it make sense to dedicate time and resources to keeping that 20% satisfied? Absolutely! But satisfied may not be enough ...

Back in 1940 when the first RIAs were established, there was no such thing as computers, or account management software, much less an RIA tech stack. These days, companies like RIAs are fortunate to ...