Overview
• Managing indirect resources and how to rely on a broad toolbox to get the most support for your customers.
• There is competition for resources not only from other customers but also from other internal initiatives and departments. The valuable stuff the company possesses is limited and everybody wants a part of it.
• Most KA managers work in companies that have a matrix design. This means building personal relationships and increasing soft power are the only way to get things done.
• Without direct authority over teams, the KA manager has to orchestrate others indirectly. General McChrystal has plenty to teach on this front.
Scraping By
A very successful KA manager told me once when we discussed the ...
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