Successfully managing global accounts and some of the key considerations that are driving global account management were the central themes of a keynote address by Wessex Press Chair, Prof. Noel Capon, at the Columbia University Executive Program in New York.

Capon’s talk emphasized the increasing importance major accounts are making on procurement decisions globally.

“Much of what I talked about is linked to the textbook I wrote with Dr. Christoph Senn (Switzerland) on this topic — Managing Key, Strategic, and Global Customers — and that is how to address and manage customers in a world that is increasingly globalizing and looking for opportunities to make procurement decisions on a global basis.”

The three-day program, held at Columbia from Nov., 11–15, 2019 was the first of its kind. Participants came from businesses around the world. A follow-up conference call with attendees was scheduled in February.