A framework for global account management

Business case development, Global account management, Implementing KAM, Organisation and structure, Organisational culture, Performance in KAM

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AM has been around for three decades. For 30 years, large global vendors have been keen to develop privileged relationships with global customers, based on the promise to seamlessly deliver a similar offer and experience across the globe. Professor George Yip of Imperial College London, one of the first GAM ‘explorers’, pointed out that although the definition of…

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