Case Study

Schneider Electric global account management

19 pages
November 2000
Reference: IMD-3-0940

The case discusses Schneider Electric’s shift from local to global account management. The case focuses on the experience of Fritz Keller, International Account Manager in Switzerland. It includes the main challenges a global account manager faces, as portrayed both through internal issues and client examples. Although the story line focuses on Fritz Keller, the action takes place on a global basis. It covers organizational issues, local versus global issues, defining and setting up a global account structure, information management issues, as well as internal buy-in issues. The case ends with the current challenges the Global Account Manager faces when attempting to reconcile local and international priorities.

Keywords
Global Account Management, Electrical Manufacturing, Engineering
Settings
World/global
2000
Type
Field Research
Copyright
© 2000
Available Languages
English
Related material
Teaching note
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