To succeed in key account management, sales staff need to change their role and their objective. Instead of pursuing short-term profit, they must concentrate on managing customer relationships and ...

The emergence of organized customers demands investment in advanced solutions and next-generation key account management. The emergence of organized customers - large, sophisticated and complex ...

As organizations try to be strategically significant to their customers, they inevitably realize the value and necessity of implementing a key account management program. Key account management ...

Once you search in Google for “key account management” the number of hits is about 197 million. Searching in Google for “key account management” plus “pharma” will give you about 550,000 hits. The ...

Rebecca Aris interviews Hajo Rapp, Senior Vice president, Account Management, and Market Development at Siemens on its successful implementation of key account management and his view of how the ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. The Pareto principle, better known as the 80/20 rule, is applied for numerous purposes in ...

Strategic account management is a process that allows a business to create a win-win alliance with its most significant customers. Businesses that choose to follow a strategic account management ...

Julia Kagan is a financial/consumer journalist and former senior editor, personal finance, of Investopedia. Ebony Howard is a certified public accountant and a QuickBooks ProAdvisor tax expert. She ...

Leeron is a New York-based writer who specializes in covering technology for small and mid-sized businesses. Her work has been featured in publications including Bankrate, Quartz, the Village Voice, ...