What Strategic Account Management and Social Media have in common: The Law of Reciprocity

By Peter Browne
When we start to work with Account Teams, one of the areas we focus on is creating value. With major accounts this means “beyond products and services” and “beyond this financial year”. In an environment where there is laser focus on achieving revenue targets and maximising returns from our customers this is often a difficult change in thinking for teams and their managers to make.

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