Is Key Account Management the same in large and small companies?

Business analysis, Customer view of value, Organisation and structure, Organisational culture, Selection and categorisation of key accounts, Value creation & co-creation

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Short paper from Bulletin No 1. Following the AKAM workshop in June 2017, Olivier Riviere concludes that size doesn’t matter for the fundamentals of KAM. But KAM, whatever its degree of sophistication, requires more resources than plain Account Management, and if those resources are allocated to KAM, they cannot be used for another purpose. So there…

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Is Key Account Management the same in large and small companies?

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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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