Case Study - To mirror, or not to mirror

Review the case study on page 210.

1. Based on the current circumstances with the Korean customer, what could you do to handle and grow this key account?

You are the Global Sales Director one of your most importantly account is to based in Korea. Your KA manager for this customer is based in Poland, and is Customer has a manufacturing site in Poland, and it is here that you do not business, but occasionally it is necessary to speak with the people in Korea. The has made it clear over time that while in Poland this is not such an instant prefer to meet and deal with men, there have even been occasions when 210 Achieving Strateg Supplier Status CASE STUDY To mirror, or not to mirror been cancelled because the Ka manager was a lady, though other reasons werohen the time. You are doing well in Poland but to do even better and to translate this success to the sites in other countries, it will be necessary to have more contact with the bones in Korte Your KA manager is unquestionably your most competent person your moet globally experienced person, and in any other circumstances you're automatic first choice for task, but what would you do in this case? Application exercise Using Wiersema's model consider the nature of the value drivers of one of your day accounts: What is their lead value driver? How can you ensure that your own value proposition enhances that drive so move towards strategic supplier status? Who from your team needs to be involved with whom from their teaminder make this positive impact What reward do you expect for your efforts Consider the nature of your customer's business culture, and how it compares your own What if any are the mismatches between theirs and yours? Does this matter? If so, what actions must you take to build a closer match