Wednesday, June 26th, 2019

Coaching the high-performing key account manager

Highly skilled, highly capable key account managers are essential for any organisation seeking to transform to a KAM culture. As more organisations realize that having a strong KAM capability is an absolute necessity to manage the customer base where most of their business resides, increasing focus is being placed on finding those key “few things” that guarantee success. Through research… 


Wednesday, March 27th, 2019

Technology is driving servitisation

This report from Cranfield’s KAM and Strategic… 


Wednesday, December 19th, 2018

Understanding procurement and negotiation

How should KAM teams create impact and…