We are pleased to announce that an article by Dr. Ralf Schmidt and Olaf Lange has been published in the issue Volume 11, Issue 2 of the “Journal of Business Chemistry”.
“Account Management 2.0: From Silo Thinking to Integrated Account Development” introduces the Double Loop Process of account management.
Account management in combination with the successful, strategy-driven development of customers constitutes the nucleus of Marketing & Sales Excellence.
The Double Loop Process utilizes cultural-psychological factors of organizational development which have a massive impact on whether account management succeeds or fails. Nonetheless, these factors too often remain outside the scope of consciousness, and therefore cannot be controlled.
Through the Double Loop Process, customer-based strategies are developed and profitably implemented by integrating all required internal functions and expertise in a collaborative and productive way.
Thereby, the Double Loop Process sustainably contributes to the customer- and profit-oriented alignment of internal decision-making processes within a given corporate culture. It improves cross-functional collaboration, instead of letting silo thinking, departmental egoisms, management from the “ivory tower,” or the reference to “lack of time” and “exhaustion” jeopardize account-related profit potentials.