When losing a customer means closing a factory, relative power becomes more obvious and risk more acute. In order to be able to negotiate more effectively as an equal in unprecedented times, it is vital that National Account Managers (NAMs) take steps to increase their power and influence within both organisations. Responsibility without authority However, given that a C&T NAM role combines full responsibility for the entire relationship with relatively little designated authority, success means being able to analyse organisational power and use it to optimise profitability for both organisations.
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