Cranfield Executive Development Blog | implementing key account management

Malcolm McDonald's Ten Guidelines for Profitable Key Account Management

By Professor Malcolm McDonald On October 28, 2019

Malcolm McDonald's Ten Guidelines for Profitable Key Account Management

Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the...

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Executive Insight - What is World Class Key Account Management?

By Dr. Sue Holt On May 16, 2019

Executive Insight - What is World Class Key Account Management?

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Executive Insight - Managing the Key Account Portfolio

By Dr. Sue Holt On April 24, 2019

Executive Insight - Managing the Key Account Portfolio

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Implementing Key Account Management - KAMA Chameleon

By Dr. Sue Holt On April 11, 2019

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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Creating compelling customer value propositions

By Mark Davies On March 7, 2019

Creating compelling customer value propositions

Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large...

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

By Dr. Sue Holt On February 21, 2019

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 on...

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