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

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


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

The greatest potential of using key account management (KAM) as a strategic approach for growing a supplier’s business, rests...


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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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Adopting Key Account Management - Choose me and I will choose you

Adopting Key Account Management (KAM) requires the commitment of specific resources, changes in the organisational structure...


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The Key Account Management Framework

For organisations looking to implement key account management, Mark Davies, visiting fellow at Cranfield School of Management,...


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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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Key Account Management and Procurement

Mark Davies, visiting fellow at Cranfield, conveys how important is it for key account managers to develop relationships with...


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