This AKAM Technical workshop (Lisbon, 2023) kicked off with the importance of strategic key account plans, arguably the most important thing a key account manager has to do. Which is at odds with the fact that they are commonly poor or even non-existent. So Dr Diana Woodburn explains how to construct the strategic key account…
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Companies frequently launch their Key Account Management programme without having considered all the pieces essential to its success. KAM is a strategy that goes way beyond sales
Any organisation needs to take much the same actions to develop and establish key account management as any other. A ‘rough and ready’ assessment from
Darren Bayley describes the role of the key account manager from the point of view of Straumann, in the global medical device sector. He demonstrates