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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...


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

    World Class Key Account Planning
    By Dr. Sue Holt On June 9, 2019

    World Class Key Account Planning

    As the late great Sir John Harvey Jones said:

    “Planning is an unnatural process; it is much more fun to do something. And the...


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

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