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Account managers need procurement training
Avi Dan’s column, “Rebuilding the Bridge” [A&C, Sept. 26], raises a number of important points regarding the current role of account management. Moving forward, one important development that is critical to account management, as well as to the CFO, is the new involvement of client sourcing, i.e., procurement management, in agency relations—especially within the context of contract negotiation. Avi discusses how brief the average CMO’s tenure is in today’s business environment.
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