Essential elements of strategic account plans

Customer profitability, Key account manager role, Metrics and measurement, Strategic key account plans, Value creation & co-creation

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Strategic account plans sit at the core of KAM: they specify the value to be offered to the customer and received by the supplier. They should be what gets done, and yet very little has been written about them. This paper lays out the essential elements of strategic account planning: the purpose of strategic account…

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