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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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Key Account Management: What have you done for me lately?

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


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What does a great key account manager look like?

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


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Develop customer relationships - I want you to be my partner for life!

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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Adopting Key Account Management - Choose me and I will choose you

Adopting Key Account Management (KAM) requires the commitment of specific resources, changes in the organisational structure and,...


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The Key Account Management Framework

For organisations looking to implement key account management, Mark Davies, visiting fellow at Cranfield School of Management,...


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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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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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