Account Management as a Marketing Investment: A Lesson from the Airlines | MarketingProfs.com: "Take a First Cut at Your Strategy
To achieve the promise of account management, create a specific marketing strategy for each key client that includes eight elements:
1. The top five issues your client faces
2. How you can help with those problems
3. How you stand out from others in meeting the client's challenges
4. The status of your relationships with key decision makers
