Key Account Management: What have you done for me lately?

By Professor Rodrigo Guesalaga

We can be very proud of having a key account management (KAM) programme in place, but:

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Develop customer relationships - I want you to be my partner for life!

By Professor Rodrigo Guesalaga

The greatest potential of using key account management (KAM) as a strategic approach for growing a supplier’s business, rests on the capability to develop long-term relationships with customers. The continuity of a supplier-customer relationship usually comes with such positive outcomes as revenue growth, increased profitability, greater market knowledge and new business opportunities, amongst other benefits.

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