---
title: Cranfield Executive Development Blog | key accounts
description: key accounts |
---

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<https://blog.som.cranfield.ac.uk/execdev/malcolm-mcdonalds-ten-guidelines-for-profitable-key-account-management>

![Malcolm McDonald's Ten Guidelines for Profitable Key Account Management](https://blog.som.cranfield.ac.uk/hubfs/ED%20Blog/ED%20Images/OEP/S%20and%20M%20%28Sales%20and%20Marketing%29/KAMBP/Ten%20Top%20Guidelines%20for%20Profitable%20KAM.png)

![](https://blog.som.cranfield.ac.uk/hubfs/malcolm.png) By [Professor Malcolm McDonald](https://blog.som.cranfield.ac.uk/execdev/author/professor-malcolm-mcdonald)

## [Malcolm McDonald's Ten Guidelines for Profitable Key Account Management](https://blog.som.cranfield.ac.uk/execdev/malcolm-mcdonalds-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](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership),

<https://blog.som.cranfield.ac.uk/execdev/key-account-management-what-have-you-done-for-me-lately>

![Key Account Management: What have you done for me lately?](https://blog.som.cranfield.ac.uk/hubfs/What_have_you_done_for_me_lately_blog_Image_2019.jpg)

By [Professor Rodrigo Guesalaga](https://blog.som.cranfield.ac.uk/execdev/author/professor-rodrigo-guesalaga)

## [Key Account Management: What have you done for me lately?](https://blog.som.cranfield.ac.uk/execdev/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](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership),

<https://blog.som.cranfield.ac.uk/execdev/what-does-a-great-key-account-manager-look-like>

![What does a great key account manager look like?](https://blog.som.cranfield.ac.uk/hubfs/What_does_a_great_key_account_manager_look_like_Blog_image_Aug19.jpg)

![](https://blog.som.cranfield.ac.uk/hubfs/SueHolt.png) By [Dr. Sue Holt](https://blog.som.cranfield.ac.uk/execdev/author/dr-sue-holt)

## [What does a great key account manager look like?](https://blog.som.cranfield.ac.uk/execdev/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](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership),

<https://blog.som.cranfield.ac.uk/execdev/develop-customer-relationships-i-want-you-to-be-my-partner-for-life>

![Develop customer relationships - I want you to be my partner for life!](https://blog.som.cranfield.ac.uk/hubfs/I_want_you_to_be_my_partner_for_life_Image_2019.jpg)

By [Professor Rodrigo Guesalaga](https://blog.som.cranfield.ac.uk/execdev/author/professor-rodrigo-guesalaga)

## [Develop customer relationships - I want you to be my partner for life!](https://blog.som.cranfield.ac.uk/execdev/develop-customer-relationships-i-want-you-to-be-my-partner-for-life)

**The greatest potential of using [key account management (KAM)](https://blog.som.cranfield.ac.uk/execdev/the-key-account-management-framework) as a strategic approach for growing a supplier’s business, rests on...**

*( read )*

 Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership),

<https://blog.som.cranfield.ac.uk/execdev/adopting-key-account-management-choose-me-and-i-will-choose-you>

![Adopting Key Account Management - Choose me and I will choose you](https://blog.som.cranfield.ac.uk/hubfs/Choose_Me_or_I_Will_Choose_You_Blog_Image_2019.jpg)

By [Professor Rodrigo Guesalaga](https://blog.som.cranfield.ac.uk/execdev/author/professor-rodrigo-guesalaga)

## [Adopting Key Account Management - Choose me and I will choose you](https://blog.som.cranfield.ac.uk/execdev/adopting-key-account-management-choose-me-and-i-will-choose-you)

**[Adopting Key Account Management (KAM)](https://blog.som.cranfield.ac.uk/execdev/adopting-key-account-management-12-mistakes-to-avoid)requires the commitment of specific resources, changes in the organisational structure and,...**

*( read )*

 Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership),

<https://blog.som.cranfield.ac.uk/execdev/the-key-account-management-framework>

![The Key Account Management Framework](https://blog.som.cranfield.ac.uk/hubfs/The_KAM_Framework_Blog_Image_2019.jpg)

By [Mark Davies](https://blog.som.cranfield.ac.uk/execdev/author/mark-davies)

## [The Key Account Management Framework](https://blog.som.cranfield.ac.uk/execdev/the-key-account-management-framework)

**For organisations looking to [implement key account management](https://blog.som.cranfield.ac.uk/execdev/implementing-key-account-management-to-plan-or-not-to-plan), Mark Davies, visiting fellow at Cranfield School of Management,...**

*( read )*

 Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership),

<https://blog.som.cranfield.ac.uk/execdev/international-key-account-management-the-world-is-or-could-be-your-oyster>

![International Key Account Management – The World Is (Or Could Be) Your Oyster………….](https://blog.som.cranfield.ac.uk/hubfs/The_World_is_Your_Oyster_Blog_Image_2019.jpg)

![](https://blog.som.cranfield.ac.uk/hubfs/SueHolt.png) By [Dr. Sue Holt](https://blog.som.cranfield.ac.uk/execdev/author/dr-sue-holt)

## [International Key Account Management – The World Is (Or Could Be) Your Oyster………….](https://blog.som.cranfield.ac.uk/execdev/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](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership),

<https://blog.som.cranfield.ac.uk/execdev/what-is-world-class-key-account-management>

![Executive Insight - What is World Class Key Account Management?](https://blog.som.cranfield.ac.uk/hubfs/ED%20Blog/ED%20Images/OEP/S%20and%20M%20(Sales%20and%20Marketing)/KAMBP/What%20is%20World%20Class%20KAM%20blog%20image%202019.jpg)

![](https://blog.som.cranfield.ac.uk/hubfs/SueHolt.png) By [Dr. Sue Holt](https://blog.som.cranfield.ac.uk/execdev/author/dr-sue-holt)

## [Executive Insight - What is World Class Key Account Management?](https://blog.som.cranfield.ac.uk/execdev/what-is-world-class-key-account-management)

*( read )*

 Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership),

<https://blog.som.cranfield.ac.uk/execdev/managing-the-key-account-portfolio-executive-insight>

![Executive Insight - Managing the Key Account Portfolio](https://blog.som.cranfield.ac.uk/hubfs/ED%20Blog/ED%20Images/OEP/S%20and%20M%20(Sales%20and%20Marketing)/KAMBP/Managing%20the%20Key%20Account%20Portfolio%20blog%20Image19.jpg)

![](https://blog.som.cranfield.ac.uk/hubfs/SueHolt.png) By [Dr. Sue Holt](https://blog.som.cranfield.ac.uk/execdev/author/dr-sue-holt)

## [Executive Insight - Managing the Key Account Portfolio](https://blog.som.cranfield.ac.uk/execdev/managing-the-key-account-portfolio-executive-insight)

*( read )*

 Tags: [Cranfield School of Management](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership),

<https://blog.som.cranfield.ac.uk/execdev/implementing-key-account-management-kama-chameleon>

![Implementing Key Account Management - KAMA Chameleon](https://blog.som.cranfield.ac.uk/hubfs/ED%20Blog/ED%20Images/OEP/S%20and%20M%20(Sales%20and%20Marketing)/KAMBP/KAMA%20Chameleon%20Blog%20Image%2019.jpg)

![](https://blog.som.cranfield.ac.uk/hubfs/SueHolt.png) By [Dr. Sue Holt](https://blog.som.cranfield.ac.uk/execdev/author/dr-sue-holt)

## [Implementing Key Account Management - KAMA Chameleon](https://blog.som.cranfield.ac.uk/execdev/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](https://blog.som.cranfield.ac.uk/execdev/topic/cranfield-school-of-management), [featured learning](https://blog.som.cranfield.ac.uk/execdev/topic/featured-learning), [featured leadership](https://blog.som.cranfield.ac.uk/execdev/topic/featured-leadership),

[VIEW MORE](https://blog.som.cranfield.ac.uk/execdev/topic/key-accounts/page/2)

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