Making the case for a strategic accounts program

Bernard Quancard, president and chief executive officer, Strategic Account Management Association

Wednesday | December 11 | 10am CST

SAMA Focus Area

SAMA Complimentary Webinar

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This is unfortunately the new normal: flat growth in developed economies, growth in emerging economies, consolidation/globalization, commoditization, and increased competition everywhere. Fortunately, strategic account management offers a very effective response. SAM is the best way to efficiently manage the new normal for your most important strategic customers. Through SAM you can create superior organic growth, customer loyalty and customer-driven innovative solutions. You can also focus on value instead of price and build sustained profitability. Topics will include:

  • A discussion of the new normal
  • Why SAM provides the answer
  • The how: SAM's process, organizational enablers and talent
  • Best-practice examples from world-class companies
  • Pricing

    Complimentary to the public!

    Presenter Information

    Bernard Quancard Bernard Quancard was Square D/Schneider Electric SA's senior vice president/general manager of Schneider Global Business Development, which managed global strategic accounts for Schneider Electric worldwide. In 1997, the year he joined SGBD, it managed 24 GSAs and drove $180 million of consolidated sales. Four years later it managed 74 GSAs with more than a billion dollars of consolidated sales. The compounded growth of Schneider Electric's sales at GSAs was twice the average growth rate of the overall company. Strategic account management at Schneider Electric was recognized by the company and its competitors as a major competitive advantage. Quancard retired from Schneider Electric in '05 and joined the Strategic Account Management Association the following year.

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