Malcolm McDonald's Ten Guidelines for Profitable Key Account Management

By Professor Malcolm McDonald

Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the key to market share and revenue growth, the costs of serving key accounts can erode profitability unless they are thoroughly understood and managed.

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What does a great key account manager look like?

By Dr. Sue Holt

The key account manager role is very different from that of a traditional salesperson, and increasingly many key account managers or key client managers do not come from a typical sales background.

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