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Key Account Management - Negotiating with Key Customers

Strategic negotiation is a fundamental competence for key account managers. Many key account managers still struggle to move away...


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The Key Account Management Framework

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


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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...


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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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Crafting a Value-Creating Sales Strategy

Creating customer value is the core mission of marketing and sales organisations. To ensure your sales strategy creates...


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