--- title: Cranfield Executive Development Blog | KAM (2) description: KAM | (2) --- [![Marques-SoM](https://blog.som.cranfield.ac.uk/hs-fs/hubfs/Marques-SoM.png?width=85&name=Marques-SoM.png)](https://www.cranfield.ac.uk/som)   - [Home](https://blog.som.cranfield.ac.uk/knowledge) - Featured - [CEO Summit](https://blog.som.cranfield.ac.uk/knowledge/tag/ceo-summit-2021) - Categories - [Changing World of Work](https://blog.som.cranfield.ac.uk/knowledge/tag/changing-world-of-work) - [Digital Transformation](https://blog.som.cranfield.ac.uk/knowledge/tag/digital-transformation) - [Economics](https://blog.som.cranfield.ac.uk/knowledge/tag/economics) - [Entrepreneurship](https://blog.som.cranfield.ac.uk/knowledge/tag/entrepreneurship) - [Finance and Accounting](https://blog.som.cranfield.ac.uk/knowledge/tag/finance-and-accounting) - [Implementation](https://blog.som.cranfield.ac.uk/knowledge/tag/implementation) - [Leadership](https://blog.som.cranfield.ac.uk/knowledge/tag/leadership) - [Logistics and Supply Chain](https://blog.som.cranfield.ac.uk/knowledge/tag/logistics-and-supply-chain) - 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[Reflections](https://blog.som.cranfield.ac.uk/execdev/topic/reflections#topic) - [Mentoring](https://blog.som.cranfield.ac.uk/execdev/topic/mentoring#topic) - [Coaching](https://blog.som.cranfield.ac.uk/execdev/topic/coaching#topic) - [Impact](https://blog.som.cranfield.ac.uk/execdev/topic/impact#topic) - [Influence](https://blog.som.cranfield.ac.uk/execdev/topic/influence#topic) - [Management](https://blog.som.cranfield.ac.uk/execdev/topic/management#topic) - [Conversations](https://blog.som.cranfield.ac.uk/execdev/topic/conversations#topic) - [Talent](https://blog.som.cranfield.ac.uk/execdev/topic/talent#topic) - [Career](https://blog.som.cranfield.ac.uk/execdev/topic/career#topic) - [Back to Knowledge hub](https://blog.som.cranfield.ac.uk/knowledge#topic) ![International Key Account Management – The World Is (Or Could Be) Your Oyster………….](https://blog.som.cranfield.ac.uk/hubfs/The_World_is_Your_Oyster_Blog_Image_2019.jpg) ![](https://blog.som.cranfield.ac.uk/hubfs/SueHolt.png) By [Dr. Sue Holt](https://blog.som.cranfield.ac.uk/execdev/author/dr-sue-holt) ## [International Key Account Management – The World Is (Or Could Be) Your Oyster………….](https://blog.som.cranfield.ac.uk/execdev/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...** *( read )* Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership), ![World Class Key Account Planning](https://blog.som.cranfield.ac.uk/hubfs/World_Class_KA_Planning_Blog_Image_2019.jpg) ![](https://blog.som.cranfield.ac.uk/hubfs/SueHolt.png) By [Dr. Sue Holt](https://blog.som.cranfield.ac.uk/execdev/author/dr-sue-holt) ## [World Class Key Account Planning](https://blog.som.cranfield.ac.uk/execdev/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...** *( read )* Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership), ![Key Account Management and Procurement](https://blog.som.cranfield.ac.uk/hubfs/KAM_and_Procurement_Blog_Image_2019.jpg) By [Mark Davies](https://blog.som.cranfield.ac.uk/execdev/author/mark-davies) ## [Key Account Management and Procurement](https://blog.som.cranfield.ac.uk/execdev/key-account-management-and-procurement) **Mark Davies, visiting fellow at Cranfield, conveys how important is it for key account managers to develop relationships with...** *( read )* Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership), ![Executive Insight - What is World Class Key Account Management?](https://blog.som.cranfield.ac.uk/hubfs/ED%20Blog/ED%20Images/OEP/S%20and%20M%20(Sales%20and%20Marketing)/KAMBP/What%20is%20World%20Class%20KAM%20blog%20image%202019.jpg) ![](https://blog.som.cranfield.ac.uk/hubfs/SueHolt.png) By [Dr. Sue Holt](https://blog.som.cranfield.ac.uk/execdev/author/dr-sue-holt) ## [Executive Insight - What is World Class Key Account Management?](https://blog.som.cranfield.ac.uk/execdev/what-is-world-class-key-account-management) *( read )* Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership), ![Executive Insight - Managing the Key Account Portfolio](https://blog.som.cranfield.ac.uk/hubfs/ED%20Blog/ED%20Images/OEP/S%20and%20M%20(Sales%20and%20Marketing)/KAMBP/Managing%20the%20Key%20Account%20Portfolio%20blog%20Image19.jpg) ![](https://blog.som.cranfield.ac.uk/hubfs/SueHolt.png) By [Dr. Sue Holt](https://blog.som.cranfield.ac.uk/execdev/author/dr-sue-holt) ## [Executive Insight - Managing the Key Account Portfolio](https://blog.som.cranfield.ac.uk/execdev/managing-the-key-account-portfolio-executive-insight) *( read )* Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership), ![Implementing Key Account Management - KAMA Chameleon](https://blog.som.cranfield.ac.uk/hubfs/ED%20Blog/ED%20Images/OEP/S%20and%20M%20(Sales%20and%20Marketing)/KAMBP/KAMA%20Chameleon%20Blog%20Image%2019.jpg) ![](https://blog.som.cranfield.ac.uk/hubfs/SueHolt.png) By [Dr. Sue Holt](https://blog.som.cranfield.ac.uk/execdev/author/dr-sue-holt) ## [Implementing Key Account Management - KAMA Chameleon](https://blog.som.cranfield.ac.uk/execdev/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...** *( read )* Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership), ![Why many companies get key account management hopelessly wrong](https://blog.som.cranfield.ac.uk/hubfs/ED%20Blog/ED%20Images/OEP/S%20and%20M%20(Sales%20and%20Marketing)/KAMBP/Why%20companies%20get%20KAM%20wrong%20Image%202019.jpg) ![](https://blog.som.cranfield.ac.uk/hubfs/malcolm.png) By [Professor Malcolm McDonald](https://blog.som.cranfield.ac.uk/execdev/author/professor-malcolm-mcdonald) ## [Why many companies get key account management hopelessly wrong](https://blog.som.cranfield.ac.uk/execdev/why-many-companies-get-key-account-management-hopelessly-wrong) **Professor Malcolm McDonald explores 6 thought-provoking viewpoints on why many organisations are getting Key Account Management...** *( read )* Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership), ![How can you co-create value with your strategic customers?](https://blog.som.cranfield.ac.uk/hubfs/ED%20Blog/ED%20Images/OEP/S%20and%20M%20(Sales%20and%20Marketing)/KAMBP/Co%20Create%20Value%20Image.jpg) By [Javier Marcos Cuevas](https://blog.som.cranfield.ac.uk/execdev/author/javier-marcos-cuevas) ## [How can you co-create value with your strategic customers?](https://blog.som.cranfield.ac.uk/execdev/how-can-you-co-create-value-with-your-strategic-customers) **Dr Javier Marcos explains the importance of supplier and customer organisations working together towards the same goal and...** *( read )* Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership), ![Creating compelling customer value propositions](https://blog.som.cranfield.ac.uk/hubfs/CreatingVP_Image.jpg) By [Mark Davies](https://blog.som.cranfield.ac.uk/execdev/author/mark-davies) ## [Creating compelling customer value propositions](https://blog.som.cranfield.ac.uk/execdev/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...** *( read )* Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [leadership](https://blog.som.cranfield.ac.uk/execdev/topic/leadership), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), ![Implementing Key Account Management: To plan or not to plan…](https://blog.som.cranfield.ac.uk/hubfs/To_Plan_or_Not_To_Plan_KAM.jpg) ![](https://blog.som.cranfield.ac.uk/hubfs/SueHolt.png) By [Dr. Sue Holt](https://blog.som.cranfield.ac.uk/execdev/author/dr-sue-holt) ## [Implementing Key Account Management: To plan or not to plan…](https://blog.som.cranfield.ac.uk/execdev/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...** *( read )* Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [leadership](https://blog.som.cranfield.ac.uk/execdev/topic/leadership), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [VIEW MORE](https://blog.som.cranfield.ac.uk/execdev/topic/kam/page/3) ## Talk to us about your world Call us on [+44 (0)1234 754500](tel:+441234754500) [Talk to us ↗](https://www.cranfield.ac.uk/som/executive-development/contact-us) [![cranfieldexecutivedevelopmentlogo](https://blog.som.cranfield.ac.uk/hs-fs/hubfs/cranfieldexecutivedevelopmentlogo.png?width=300&name=cranfieldexecutivedevelopmentlogo.png)](https://www.cranfield.ac.uk/som/executive-development)   - - - - - - © Cranfield Management Development Ltd - **[execdev@cranfield.ac.uk](mailto:execdev@cranfield.ac.uk)  ·  [+44 (0)1234 754500](tel:+44%20(0)%201234%20754500)**  ·  [Privacy Policy](https://www.cranfield.ac.uk/som/privacy-policy) ```json { "@context" : "https://schema.org", "@type" : "VideoObject", "contentUrl" : "https://417879.fs1.hubspotusercontent-eu1.net/hubfs/417879/Knowledge%20Hub%20%2B%20Blog/CED_KH_v6.mp4", "dateModified" : "2023-05-12T11:14:23.676Z", "description" : "", "duration" : "PT1M13S", "height" : 1080, "name" : "CED_KH_v6", "thumbnailUrl" : "https://api-eu1.hubspot.com/filemanager/api/v3/files/thumbnail-redirect/50394867274?portalId=417879&size=medium", "uploadDate" : "2021-07-08T10:07:25.171Z", "width" : 1920 } ```