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    World Class Key Account Planning
    By Dr. Sue Holt On June 9, 2019

    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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    Tags: Cranfield School of Management, featured learning, featured leadership,

    Key Account Management and Procurement
    By Mark Davies On June 5, 2019

    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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    Tags: Cranfield School of Management, featured learning, featured leadership,

    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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    Tags: Cranfield School of Management, featured learning, featured leadership,

    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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    Tags: Cranfield School of Management, featured learning, featured leadership,

    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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    Tags: Cranfield School of Management, featured learning, featured leadership,

    Why many companies get key account management hopelessly wrong
    By Professor Malcolm McDonald On April 3, 2019

    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...


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    Tags: Cranfield School of Management, featured learning, featured leadership,

    How can you co-create value with your strategic customers?
    By Javier Marcos Cuevas On March 22, 2019

    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...


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    Tags: Cranfield School of Management, featured learning, featured leadership,

    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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    Tags: Cranfield School of Management, leadership, featured learning,

    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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    Tags: Cranfield School of Management, leadership, featured learning,

    Adopting Key Account Management - 12 Mistakes to Avoid
    By Mark Davies On January 28, 2019

    Adopting Key Account Management - 12 Mistakes to Avoid

    Planning for success can be daunting for organisations that recognise they need to focus on managing a portfolio of fewer (but...


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    Tags: Cranfield School of Management, featured learning, featured leadership,

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