Executive Insight - What is World Class Key Account Management?

By Dr. Sue Holt
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Executive Insight - Managing the Key Account Portfolio

By Dr. Sue Holt
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Implementing Key Account Management - KAMA Chameleon

By Dr. Sue Holt

Everyone knows the famous Culture Club song Karma Chameleon. But here we are going to introduce the KAMA Chameleon, or in our world, the Key Account Manager (KAMgr). The KAMgr job has evolved over the last 20 years into a complex and multi-faceted role which is a very different role from that of traditional sales roles. The role stretches far beyond the sales function where it has traditionally been seen as residing and encompasses the whole organization and that of the customer.

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Why many companies get key account management hopelessly wrong

By Professor Malcolm McDonald

Professor Malcolm McDonald explores 6 thought-provoking viewpoints on why many organisations are getting Key Account Management hopelessly wrong.

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

By Javier Marcos Cuevas

Dr Javier Marcos explains the importance of supplier and customer organisations working together towards the same goal and introduces those practises which are associated with value co-creation: co-exploration, co-ideation, co-design, co-testing, co-launching and embedding.

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Creating compelling customer value propositions

By Mark Davies

Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large customer relationship is still tacit, but today a more sophisticated business model is required. Customers and suppliers seek to co-create value – and KAM is the perfect way to achieve this.

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

By Dr. Sue Holt

Ask organisations to list the essential ingredients of a Key Account implementation and Key Account Plans will always feature on the list as an imperative part of Key Account Management (KAM). 

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