Cranfield Executive Development Blog | key account relationships

By Professor Malcolm McDonald On October 28, 2019

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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By Professor Rodrigo Guesalaga On August 29, 2019

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

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By Dr. Sue Holt On August 11, 2019

The key account manager role is very different from that of a traditional salesperson, and increasingly many key account managers...

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By Professor Rodrigo Guesalaga On August 8, 2019

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

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