Achieving account-based growth

Alignment & agility, Procurement & buying behaviour, Selection and categorisation of key accounts

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Apply Pareto’s 80/20 rule repeatedly and you’ll find the top 3.5% of accounts deliver 50% of revenue So are those customers receiving exceptional attention in your company? Bev Burgess and Tim Shercliff share key messages from their book ‘Account-based growth: Unlocking sustainable value through extraordinary customer focus’ . Plus and insights for suppliers from Ninian…

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Access an ever-growing wealth of on-demand KAM materials in our Member Resources Library. Explore nearly 250 items including research papers, practical case studies, diagnostics and tools, podcasts, and videos.

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Achieving account-based growth

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Not a member? Sign up to access this and over 303 other resources, invites to exclusive events, member-only webinars and more!

Want to access this and 303+ other resources?

Access an ever-growing wealth of on-demand KAM materials in our Member Resources Library. Explore nearly 250 items including research papers, practical case studies, diagnostics and tools, podcasts, and videos.

As an AKAM member you'll improve your KAM practices through education and networking. Receive exclusive invites to in-person and online events, have the opportunity to build and certify your skills and access a wealth of knowledge.

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