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Sunday, April 23rd, 2017
Professor Malcolm McDonald and Dr Beth Rogers look back on two decades of key account management and consider where it can go from here. In 1998, Malcolm McDonald and Beth Rogers wrote a small book called Key Account Management: Learning from Supplier and Customer Perspectives. It was based on their research at Cranfield School of Management about the then relatively…
Thursday, April 7th, 2016
How the investment community works and why SV is good not only for marketing, but also for KAM. There are two schools of thought about the topic of shareholder value (SV). One school, led by Professor Hugh Davidson, argues that it leads to short-termism. The other school, to which I belong, argues that short-termism has been endemic in Western economies…
