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

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,

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