Cranfield Executive Development Blog

Malcolm McDonald's Ten Guidelines for Profitable Key Account Management

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...

( read )

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

By Professor Rodrigo Guesalaga On August 29, 2019

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:

( read )

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

What does a great key account manager look like?

By Dr. Sue Holt On August 11, 2019

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...

( read )

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

By Professor Rodrigo Guesalaga On August 8, 2019

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...

( read )

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

By Professor Rodrigo Guesalaga On July 11, 2019

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,...

( read )

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

By Mark Davies On June 27, 2019

The Key Account Management Framework

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

( read )

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

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...

( read )

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?

( read )

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

( read )

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

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...

( read )

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

Subscribe to our blog for exclusive insights.

The Blog

Actionable insights from across the Cranfield network

Malcolm McDonald's Ten Guidelines for Profitable Key Account Management

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

What does a great key account manager look like?

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

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

The Key Account Management Framework

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

Executive Insight - What is World Class Key Account Management?

Executive Insight - Managing the Key Account Portfolio

Implementing Key Account Management - KAMA Chameleon

Talk to us about your world