In an article in HR Magazine, I talk about how many clichés surround how we discuss the impact of technology on the world of...
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We can be very proud of having a key account management (KAM) programme in place, but:
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It’s hardly news that several years of intense competition have left traditional bricks-and-mortar retailers reeling - in many...
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Cranfield’s Professor Emeritus, Malcolm MacDonald and colleagues, writes in their book Marketing Due Diligence , that it is the...
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The key account manager role is very different from that of a traditional salesperson, and increasingly many key account managers...
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As a society, we increasingly talk about the importance of striking a work-life balance. Here at Cranfield Executive...
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The greatest potential of using key account management (KAM) as a strategic approach for growing a supplier’s business, rests on...
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As key account management has evolved over the last twenty years it has moved from a focus on what the supplier wanted to achieve...
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Make a Google search for images of ‘leadership’ and see what the word still implies: there’s one person at the front of the...
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Within the supply chain, we all want win-win relationships. The key to this is collaboration but we need to be able to develop...
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