Case study: BearingPoint - Strategically Managing an Account Portfolio

In association with
21st Aug 2006

In 2002, BearingPoint's Vice President of Key Account Program, Deborah Eastman, wanted to improve the growth and profitability within their Key Accounts. Based on previous analysis of existing customer feedback, BearingPoint leadership knew its teams were successfully delivering the core attributes important to its customers: trustworthiness, honesty, and experienced, industry-focused professionals.

However, this analysis alone could not predict future success. "We couldn't segment results in a manner that allowed us to clearly see actionable areas," said Deborah Eastman. "We needed a solution that addressed the basic data collection and analysis requirements, but also provided insight into future account performance." By Satmetrix

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