Global account managers: The linchpins of GAM programmes

Abstract

In a global account management (GAM) programme, a multinational supplier manages on a globally integrated basis its relationship with a multinational customer. Most leading companies in most sectors now operate some kind of GAM programme. The linchpin of these programmes is the global account manager (gam), the person who pulls it all together. The gam job is one of the most challenging in modern business. This paper provides detailed guidance on how to perform the role.