Global Customers Seek Global Firms

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Executive Summary

Noel Capon talks about how firms can retain and grow their most valued customers by shifting from country-based account management to global account management. Big companies that operate around the world have realized that a country-by-country approach may not be the most effective or efficient way to manage their procurement. Increasingly, they are developing global procurement organizations and mandating that goods be purchased through that channel; often, they'll use separate structures for local procurement. Many organizations are outsourcing more and more of their activities. Effectively, they place operations into two categories: what they buy through procurement versus what they continue to do internally.

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