World Class Key Account Planning

By Dr. Sue Holt

As the late great Sir John Harvey Jones said:

“Planning is an unnatural process; it is much more fun to do something. And the nicest thing about not planning is that failure comes as a complete surprise rather than being preceded by a period of worry and depression”.

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Creating compelling customer value propositions

By Mark Davies

Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large customer relationship is still tacit, but today a more sophisticated business model is required. Customers and suppliers seek to co-create value – and KAM is the perfect way to achieve this.

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Implementing Key Account Management: To plan or not to plan…

By Dr. Sue Holt

Ask organisations to list the essential ingredients of a Key Account implementation and Key Account Plans will always feature on the list as an imperative part of Key Account Management (KAM). 

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