Case Studies
Managing key customers
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Key account customers
Key account customers
B
- Business analysis (21)
- Business case development (28)
- Business development (11)
C
- Careers in KAM (7)
- Collaboration (12)
- Communications (21)
- Conflict management (15)
- Contracts (5)
- Costing & pricing (8)
- Creativity & idea generation (5)
- Cross-functional involvement (12)
- Customer centricity (22)
- Customer lifetime value (CLV) (7)
- Customer needs analysis (6)
- Customer profitability (9)
- Customer understanding (36)
- Customer view of value (25)
D
- Developing KAM programmes (14)
- Digitisation of KAM (16)
G
- Global account management (8)
- Goals & targets (10)
H
- HR & KAM (6)
I
- Implementing KAM (19)
- Innovation (9)
K
L
M
- Marketing and KAM (12)
- Metrics and measurement (40)
N
- Negotiation (8)
- Networks (21)
O
P
- Partnerships (14)
- Performance in KAM (28)
- Processes in KAM (12)
- Procurement & buying behaviour (26)
R
- Related functions (5)
- Relationships (46)
- Reputation management (3)
- Research in KAM (4)
- Resources and resource management (9)
- Risk management (12)
- Role of key account teams (21)
S
T
- Team-building (6)
- Team management & leadership (16)
- Technology (13)
- Time management (3)
- Training and development (10)
- Transitioning to KAM (13)
- Trust (15)
V
Case Studies
Customer gifts?
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Papers and articles
Account-based growth
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Papers and articles
How to win with Procurement
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Case Studies
Dealing with customer demands (i)
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AKAM Workshops & Conferences
The Key Customer point of view
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AKAM Workshops & Conferences
Key Account Managers are from Mars, Purchasers are from Venus
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AKAM Workshops & Conferences
How to win with Procurement
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Papers and articles
Enablers and inhibitors of KAM in emerging markets
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