Many companies have an established account management approach and teams but often it is not working the way they want it to. Siemens, as a global player, was looking for a partner to cover globally and in a “standardized” way its account management challenge.
The challenge
Siemens needed to enhance its account management capabilities to strengthen customer relationships and drive long–term business growth. The challenge was to equip account managers with the right skills and strategies to manage complex customer interactions effectively.
I think it’s the total package, it’s not one of the element which makes efficient and as well as effective what we’re doing here. If I’d to take one point, I think it’s important to have people in the on site training, because the knowledge drives their skills and it also gives the possibility of exchanging between Account Managers their best practices.
Dr. Hajo Rapp, Vice President Account Management, Siemens
The solution
Mercuri International designed a tailored training program focused on strategic account management and based on the “skills gap” assessed by Siemens. This included practical tools, methodologies, and coaching to help Siemens’ account managers develop a more structured and customer-centric approach.
The outcome
Post-collaboration results for Siemens
The training program led to a significant improvement in Siemens’ account management effectiveness. Participants gained better:
- customer insights
- improved relationship management skills
- increased their ability to identify and capitalize on business opportunities
- ultimately contributing to long-term customer success and company growth
Siemens is a global technology powerhouse specializing in industry, infrastructure, mobility, and healthcare solutions. With a strong focus on digitalization, automation, and sustainability, Siemens develops innovative technologies that drive efficiency and transformation across various sectors. Founded in 1847, the company operates in over 190 countries, delivering cutting-edge solutions that shape the future of industries and improve quality of life worldwide.
Conclusion
The training has brought positive outcomes such as better business results, higher motivation, and engagement between participants. By equipping account managers with the right skills and methodologies, Siemens has enhanced customer relationships, improved collaboration, and increased business opportunities.
For more details
If you would like to know more about how we helped one company, Siemens, address some of these issues, please click on the video links below. You can either go through the whole journey or dip into one of the topics listed here.
- Why Mercuri – Why did Siemens choose Mercuri International.
- Analysis – What analysis did we do to ensure that our solution focused on the issues that would make the most difference to Siemens.
- Consultancy – How did we work together to build the solutions.
- Training – What did the training include.
- Implementation – How was the training implemented.
- Consolidation – How was the initial implementation consolidated.
- Advice to Others – What advice would Siemens give to others who have a similar situation.
- Outcomes – what has been the effect on the business and the people.
