This session explains why the relationship quality is the hidden multiplier behind the success of every account strategy, account plan, and sales activity in strategic accounts.

A few relationship factors that reliably increase access, alignment, speed of decisions, and value creation are presented, as well as what typically blocks them.

It is about alignment, expectations, and common rules of engagement – exploring “How can we grow together?”, “Where do we both align and benefit?” and “How do we deal with different interests?” The relationship needs to grow as a partnership, not a battlefield.

A simple method to assess the depth and quality of the relationship will be presented, as well how to leverage these insights to define concrete actions for the account team.

A real-life case study will illustrate the use of the presented concepts: how Global Risk Management and factory audits helped reduce the risk of fire at the locations of a global strategic account, and opened multiple doors for a deeper strategic collaboration.