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Key Account Management - Negotiating with Key Customers

Strategic negotiation is a fundamental competence for key account managers. Many key account managers still struggle to move...


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What does a great key account manager look like?

The key account manager role is very different from that of a traditional salesperson, and increasingly many key account...


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Developing Customer-led and Customer-focused Strategies

As key account management has evolved over the last twenty years it has moved from a focus on what the supplier wanted to...


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International Key Account Management – The World Is (Or Could Be) Your Oyster………….

As a result of progressive globalisation and industry consolidation, International Key Account Management (IKAM) has become an...


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World Class Key Account Planning

As the late great Sir John Harvey Jones said:

“Planning is an unnatural process; it is much more fun to do something. And the...


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Implementing Key Account Management - KAMA Chameleon

Everyone knows the famous Culture Club song Karma Chameleon. But here we are going to introduce the KAMA Chameleon, or in our...


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Implementing Key Account Management: To plan or not to plan…

Ask organisations to list the essential ingredients of a Key Account implementation and Key Account Plans will always feature...


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