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

Creating compelling customer value propositions

Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large...


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

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

Ask organisations to list the essential ingredients of a Key Account implementation and Key Account Plans will always feature...


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

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