This book is a proven tool for meeting the ever-growing challenges of the business-to-business marketplace. By following the approach detailed in this book, the readers can develop an Integrated Account Management program efficiently and measure it effectively. The efforts will quickly pay off in increased revenue, enhanced profitability, and improved customer satisfaction and loyalty. This book is intended to help understand the Integrated Account Management approach to marketing, the key principles and concepts that make the approach a successful as it is, and how an approach like this can be built in a relatively short time frame. It provides a map that allows the readers to arrive at an account management system for mutually beneficial individual customer relationship. It is also intended to be used as both a strategic and a tactical tool to allow readers to make strategic decisions on using Integrated Account Management, to understand how to use it when it is in place, to understand how to incrementally or significantly augment an existing account management system, and to be used as an how-to manual to allow a company to actually go through the steps of building an Integrated Account Management system.