How to measure Key Account strategic plan effectiveness

Financial management, Metrics and measurement, Risk management, Strategic key account plans

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How do you know whether your Key Account plans are actually working? And how can you measure their impact beyond sales results? In this article, Professor Malcolm McDonald introduces a practical framework for evaluating the quality and effectiveness of strategic Key Account plans. By combining robust planning criteria with financial measures such as risk assessment…

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How to measure Key Account strategic plan effectiveness

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Want to access this and 341+ other resources?

Access an ever-growing wealth of on-demand KAM materials in our Member Resources Library. Explore nearly 250 items including research papers, practical case studies, diagnostics and tools, podcasts, and videos.

As an AKAM member you'll improve your KAM practices through education and networking. Receive exclusive invites to in-person and online events, have the opportunity to build and certify your skills and access a wealth of knowledge.

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