Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies.
Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.
Mark Davies currently acts as a Visiting Fellow with Cranfield School of Management. He facilitates the Cranfield KAM Best Practice Research Club, a quarterly meeting that brings together leading academics with business leaders.
Rodrigo Guesalaga is a senior lecturer at the School of Management at Cranfield University. He is a member of the editorial review board at Journal of Business and Industrial Marketing and Journal of Business Market Management, and is a counsellor of the Circle of Marketing at Icare (in Chile).
Sue Holt is Director of the Cranfield School of Management's flagship Open Programme on Key Account Management. She has pursued a wide ranging management career, including working for the Prime Minister at 10 Downing Street and for the Speaker in the House of Commons.
Javier Marcos has 20 years' experience in academia, consulting and multinational corporations. He has designed and delivered programmes globally for clients such as Astra Zeneca, Barclays, SAP, Cap Gemini, Geodis-Wilson, GKN Aerospace, Pfizer, Rolls-Royce, and Unilever.
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