Book of Business
The total portfolio of accounts a CSM is responsible for managing. It includes all active accounts, each with its own set of characteristics: renewal dates, health status, contract value, and relationship depth.
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THE HONEST TRUTH
A Book of Business is more accurately a measure of risk distribution for CSMs. It is easy to manage 80 transactional accounts. If about 10 – 15 of the accounts require active strategic engagement, it becomes more challenging to handle.
A Book of Business is more accurately a measure of risk distribution for CSMs. It is easy to manage 80 transactional accounts. If about 10 – 15 of the accounts require active strategic engagement, it becomes more challenging to handle.