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 ...

The emergence of organized customers demands investment in advanced solutions and next-generation key account management. The emergence of organized customers - large, sophisticated and complex ...

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.

In the last few decades, with the spread of globalization, many companies expanded their businesses to operate globally at either the supply side or demand side—or both. Take the example of Jane, an ...

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 ...

Key account management (KAM) is one of the most important changes in selling that has emerged during the past two decades. KAM is a radically different organizational process used by ...

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 ...

Once you search in Google for “key account management” the number of hits is about 197 million. Searching in Google for “key account management” plus “pharma” will give you about 550,000 hits. The ...