With more than $4.25 billion in annual revenues, Nalco is the global leader of sustainability solutions for water, energy, and air.  Operating within a global economic environment that translated into margins eroding, account attrition rates climbing and stalled technology deployment and new account production, Nalco chose to transform their own sales culture.  The scope of the case study is Nalco's Water and Process Services segment, and within that segment, the Key Account Management (KAM) program.

Think! Inc. recommended Nalco move away from a series of negotiation training events.  To change culture, this effort needed the horsepower of support from executives who were serious about implementation and fundamentally understood success did not reside with the KAM team alone.