In part 1 of this article, we explored the varying definitions of key accounts in the context of key account management. As an aggregate view, the following definitions were proposed: If we find this ...

To succeed in key account management, sales staff need to change their role and their objective. Instead of pursuing short-term profit, they must concentrate on managing customer relationships and ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. The Pareto principle, better known as the 80/20 rule, is applied for numerous purposes in ...

Key Account Management (KAM) has evolved into a critical strategic function for organisations striving to maintain enduring, mutually beneficial relationships with their most significant clients.

Account managers these days are often juggling between different applications and digital tools. This leads to data and intelligence being stored in silos. When it comes to account planning, a lot of ...

Strategic account management is a process that allows a business to create a win-win alliance with its most significant customers. Businesses that choose to follow a strategic account management ...