You’re probably familiar with the Pareto principle: the idea that 80 percent of your sales comes from just 20 percent of current customers. Identifying that 20 percent — and devising a plan to keep ...

Milind Katti is the Co-Founder and COO of DemandFarm. A company that build digital tools for strategic account management. As organizations try to stay ahead of the market and build future revenue ...

Excerpted from “SAM-Legal: Turning Key Clients Into Strategic Accounts, a Guide to Law firm Strategic Account Management” by Steve Bell and Silvia Coulter. This excerpt, from an early chapter in the ...

Altour has hired former Travelport executive Daniel Griffiths as SVP of global account management, the travel management company announced. Griffiths, who is overseeing Altour's global account ...

Back in 1940 when the first RIAs were established, there was no such thing as computers, or account management software, much less an RIA tech stack. These days, companies like RIAs are fortunate to ...