Cranfield Executive Development Blog | key account management (2)

International Key Account Management – The World Is (Or Could Be) Your Oyster………….

By Dr. Sue Holt On June 13, 2019

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

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,

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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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,

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,

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,

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International Key Account Management – The World Is (Or Could Be) Your Oyster………….

World Class Key Account Planning

Key Account Management and Procurement

Executive Insight - What is World Class Key Account Management?

Executive Insight - Managing the Key Account Portfolio

Implementing Key Account Management - KAMA Chameleon

Why many companies get key account management hopelessly wrong

How can you co-create value with your strategic customers?

Creating compelling customer value propositions

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

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