Testimonials for Key Accounts Management

“Noel Capon has written the bible of key account management for anyone who works with key accounts, particularly those in senior management. I was really impressed with the level of detail and the depth of the understanding. This handbook will be my first source to research specific issues as they might arise. A superb achievement.”
—Tom VanHootegem, Director of National Accounts, Boise Cascade Office Products, and past President, Strategic Account Management Association (SAMA)


“A must read for executives around the world for whom key account management is fast becoming one of their most critical challenges.”
—John Quelch, Dean, London Business School, London, England


“Capon’s differentiation of the global account management elements is insightful and will help those considering global account management to avoid some common mistakes. If his advice is followed, companies can get breakthrough results in managing their most important clients.”
—Fred Schindler, International Sales Operations, Program Executive, Global Customer Management, IBM


“From theory to practice to implementation in one complete guide to increasing brand and company value. I’ve used Noel Capon’s approach and it works. It’s that simple.”
—William Ilaria, Sr. Director, Business Development, Kraft Foods


“This book will catapult Mr. Capon into the forefront of strategic account management. It is destined to be the primer for creating successful national and global programs.”
—Steven W. Lewis, Vice President, Development II, Inc.


“A truly comprehensive book…its strength is its delineation of the many components of crafting and executing a successful strategic customer strategy, something every business executive should be clamoring for in today’s highly competitive marketplace.”
—Lisa Napolitano, Executive Director, Strategic Account Management Association (SAMA)


“Anyone who has already begun to implement this system will find themselves in many chapters of this book. Those who are just embarking on the journey will find it invaluable to accelerate successful implementation.”
—Bram Bluestein, Executive Vice President, A.T. Kearney, Inc.

“A valuable tool for transforming the art of account management into a science. Companies wishing to move up their customer’s value chain would be well advised to follow the principles and processes contained in this comprehensive work.”
—David Macaulay, Senior Vice President, Information and Communications Group, Siemens AG

“A detailed framework for servicing customers through a key account management process…a valuable and useful book for organizations contemplating a change to their sales organization.”
—Richard J. Potter, Director, Vital Strategic Program, Deloitte Consulting


“Comprehensive and authoritative…offers a powerful framework for developing superior key account strategies.”
—Professor Christoph Senn, University of St. Gallen, Switzerland


“Provides a strategic planning process that can build business success....Capon understands that all business is global and that being globally competitive will determine who will ultimately survive. A must read for any business leader who hopes to generate the sales revenues needed to compete both locally and globally.”
—William M. Klepper, PhD., Academic Director, Executive Education, Columbia University Graduate School of Business

“The prescription for success is carefully, objectively and comprehensively defined in this book. What Capon describes today will be a required competence for every business executive tomorrow.”
—Howard Stevens, Chairman and CEO, The H.R. Chally Group, Dayton, Ohio

“A wise and insightful book . . . Describes approaches used by organizations to reach key customers. . . . Capon’s unique vision of the planning process, strategic issues, partnering and global account management will make this book a classic.”
—Tony Carter, Chair, Business Administration and Professional Programs, Wagner College

“Strategic account management has become the leadership force that brings companies close to their business customers. Capon has assembled the tools that companies will need to achieve this critical objective.”
—Jordan D. Lewis, author of Trusted Partners


“This book is must reading for anyone who really cares about building a first rate key account sales capability.”
—Gary Tubridy, Vice President and Founder, The Alexander Group


“Provides a soup to nuts guide to key account management, applicable to any business. If key accounts are in your future (and they should be), read and act immediately upon the precepts in this book.”
—Laurie Charlton, Business and Operations Director, Corning Museum of Glass


“A practical guide that presents a comprehensive overview and concrete action steps on an important strategic issue facing corporations today.”
—Peter Mathias, CEO Mathias and Co., Strategic Customer Consultants


“Embraces this new world of global account management and provides breakthrough perspectives for any global account manager or global team.”
—Tim Love, Managing Partner, Saatchi & Saatchi


“It's better than a Clancy novel if you enjoy business as much as I do. . . . Practical insights and a wealth of examples that will work for any business in any industry. The bottom line is delivering more value though demonstrably differentiating our company from our competitors in our key accounts. Capon’s business acumen has provided the insight and the motivation to improve on both.”
—David Lambers, Channel Business Development Manager, Eastman Kodak Company