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    The Blog

    Actionable insights from across the Cranfield network

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    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...


    (4 min read 777)

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

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


    (3 min read 588)

    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...


    (2 min read 329)

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

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


    (3 min read 599)

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

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


    (3 min read 583)

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

    The Key Account Management Framework
    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,...


    (2 min read 497)

    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...


    (4 min read 760)

    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?


    (2 min read 350)

    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


    (2 min read 372)

    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...


    (4 min read 743)

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

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