Operations

Leading global firms view customers as assets and invest in developing those who manage them. The GCP transforms high-potential account managers into true global business leaders, equipping them with the tools to drive growth, profitability and competitive differentiation with key customers.

The GCP’s world-class faculty and cutting edge curriculum is unprecedented and unparalleled. The collaborative learning model utilizes C-level executives from leading global firms and innovative subject experts who, together, represent a variety of business approaches offered in compelling, interactive sessions. The emphasis is on practical application of key concepts, focusing on participants specific work challenges en route to mastering the increasingly complex role of the global customer manager.

Participants will return to their firms better able to: Bring solutions that enable customers to grow, differentiate and compete; influence customers’ business strategies while also securing mutual profitable growth; and manage the trade off between short-term revenue results and long-term investments in value creation.

Key Benefits:

• Understand the critical success factors for focusing on global customers as a firm’s most important asset.
• Acquire skills for driving revenue, growth and profitability with strategic customers.
• Learn to uncover and translate potential problems into mutually beneficial opportunities.
• Develop new perspectives for building the customer-centric firm of the future including strategy, governance and change.
• Build commitment within the organization by applying new concepts and tools.
• Apply lessons learned in a comprehensive Value Creation Project that delivers a tangible ROI to both their customers and their sponsoring firm.

Program Sessions:
Four modules (rotating between St. Gallen and Columbia) consist of a balanced set of insightful lectures, action learning workshops, case studies, group discussions, reflection sessions and individual coaching and consultation with GCP faculty.

Each module forms a cornerstone of the comprehensive picture that participants will obtain through their focused on-campus sessions:

• Understanding the global business environment.
• Creating, delivering and measuring value.
• Linking customer management to shareholder value.
• Mastering the global account manager role.
• Leading the transformation to customer-centricity.
• Making GAM work by integrating knowledge and lessons.