These are the books that every service provider with large clients should definitely have read.
More than 250,000 copies sold!
I have rarely read a book that contained so much practical and useful advice for those working in a B-to-B environment. Of course, much of the advice is very recognizable, but that does not make it any less valuable.
In short, an absolute must for everyone who has commercial responsibility in complex business-to-business situations and really wants to work on client retention.
Both books were written by John Gamble and Steve Wurzbacher, the founders of Tenacity in America. The translation and adaptation for the Dutch market was done by Martijn Rozendaal and Marco Reijntjens of Tenacity Europe. All four of them are involved in the subjects of account management and client retention on a daily basis. Together with their clients from all over the world they developed the best practices for service companies working with large accounts. All these best practices have been collected in an immediately implementable total process: Clients for Life®.
Account management needs structure, which you, as a leader, must bring into your organization. Read about the best practices in organizing account management in these books and see what effect they can have.
RENÉ NIJKAMP - GENERAL MANAGER SALES & BRANCHE MANAGEMENT START PEOPLE
MARTY ZOBEL - VP RANDSTAD NORTH AMERICA
BILL EDMUNDSON - CEO THE WOOD COMPANY