Key Account Management

An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology. This fully updated 6th edition of Key Account Management takes a long-term, team-selling strategic view of the whole process, from defining the customer, to managing the relationship and achieving key supplier status. With coverage of latest best practice including IT's role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers. "A combination of clarity, enthusiasm, and common sense...reading this is a rewarding experience."--Professor Malcolm McDonald "Cranfield School of Management "Section - 1: Definitions and purpose; Section - 2: Analysis; Opportunity and value; Section - 3: Relationship management; Section - 4: Achieving key supplier status; Section - 5: Achieving strategic supplier status; Section - 6: The value proposition; Section - 7: Planning and joint planning; Section - 8: Targeting; Section - 9: Making it happen;