- AKAM
- Membership
- Member resources
- Understanding Key Account Management: papers and articles
- How much is your key account worth
How much is your key account worth
By Diana Woodburn | November 1, 2021 |
Customer Lifetime Value and Customer Profitability Companies – and Key Account Managers – must consider the long term profitability of their key accounts. Anything less could be considered a dereliction of duty to their shareholders. Ability to deliver differentiated value to the customer determines how successful you will be. Because if the customer does not see any unique value – if they do not see that you are doing anything different from your competitors to make them better off – then their selection will be based on price, and that’s a miserable downward spiral whether you win the business or not.
Recent Posts
Archives
Categories
- 1st Annual Conference
- 2nd Annual Conference
- 3rd Annual Conference
- 4th Annual Conference
- Academic Advisory Board
- AKAM News
- AKAM Workshops & Conferences
- Amsterdam, February 2018
- Bulletin
- Case Studies
- Corporate members
- Diagnostics and tools
- Dublin, March 2017
- KAM of the Year
- KAM research
- Lugano, June 2017
- Member Resources
- Members Blog
- Oslo, October 2016
- Paper
- Papers and articles
- Tools
- Video Views
- Vilnius, May 2018
- Web KAM
- Webinar
- Webinar Resources