AMC Account Management Center

AMC Launches Action Think Tank on Global Account Management

Learning is not compulsory but neither is survival.

W. Edwards Deming

What should the best look like in 10 years? What is the smartest way to get there? The Global Account Management Forum (GAM Forum) was founded with the mandate to uncover the “next best practices” in superior Global Account Management. We’ve assembled the most powerful group of subject experts to fuel this exploration, and challenged them to examine both the science and the art of GAM to surface leading edge insights not available in today’s marketplace. By invitation only, we will collaborate with elite practitioners in the field and take this journey with them. Our promise is fresh thinking that will significantly increase the impact of your GAM approach on both your customers’ businesses and your own. We aim to help the good become better, the better become best, and the best become capable of sustaining their results in the face of an ever-changing business climate.

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Driven by Thought Leaders in Research and Practice

GAM Forum is a research consortium directed by the Center for Global Account Management (CGAM) based at the Research Institute for International Management, University of St.Gallen / Switzerland. At present time, the following institutions have joined forces to act in an advisory capacity for the GAM Forum:

  • Account Management Center (AMC), Switzerland
  • China Europe International Business School (CEIBS), Shanghai
  • Columbia Business School, New York
  • London Business School, England
  • Rotterdam School of Management (Erasmus), The Netherlands
  • University of St.Gallen, Switzerland

From the practice side, GAM Forum Member firms are advanced companies from diverse industries joining the GAM Forum with the primary purpose of the betterment of their GAM practices through mutual sharing and learning within a non-competitive, non-commercial environment of expertise and trust. Rigorous criteria for membership ensure a vibrant community of practice, including significant experience in GAM operation, commitment to an open books posture enabled by a strict policy of no competitors in the group, and broad engagement of cross-functional colleagues in GAM Forum meetings.

Capturing the Art & Science of Customer Management

The GAM Forum consists of multiple cycles that deliberately build on each other, advancing GAM Forum Members’ practices systematically and holistically. Specifically, GAM practice health checks, the documentation and analysis of successful practices, and the exploration of future challenges in Cycle 1 provide the basis for company-specific case studies in Cycle 2 and contribute to GAM Forum Members’ competitive advantage.

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Efficient, Consistent Engagement Across the Enterprise

GAM Forum Members acknowledge that the achievement of the GAM Forum objectives and creation of the deliverables significantly depend on the input provided and active participation shown by each GAM Forum Member firm. Hence, GAM Forum Member firms commit to the following:

  • Participate in each and every meeting of the project and complete all designated preparatory work prior to each meeting and/or phase of the project.
  • Share information on own GAM practices and experiences during GAM Forum workshops in general and research activities like the GAM program health check and successful practice documentation in particular by granting access to this information (e.g., conceptual materials, internal presentations) and/or ensuring that respective internal key informants are accessible and share such information in a timely manner.
  • Designate a single point-of–contact or liaison (GAM Forum Member Project Leader) that coordinates GAM Forum activities within his/her organization.
  • Select a variety of key stakeholders and informants in cross-disciplinary roles to participate in select GAM Forum activities (e.g. regional meetings

In this way, GAM Forum provides fresh insights to all stakeholders in your GAM Program, driven by the leadership of the core team. We use all means of communication – symposia, regional meetings, webinars, newsletters, benchmarking library and special interest groups – to help you engage your entire enterprise in a meaningful dialogue on GAM.

Get Involved

To learn more about GAM Forum, please download our full presentation of concept here. If you believe your company qualifies for GAM Forum membership, and would like to speak to someone on our Advisory Board, please contact us at gamforum@unisg.ch.

Learn more

  • Leading Research
  • Optimizing Workforce Development in Resource-Constrained Times

See Also

Current Research Projects
  • Value co-creation between suppliers and customers with an emphasis on R&D
  • Global talent management for international key account managers
  • Comparative studies into customer management with an emphasis on customer management in Asia

Learn More >

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