Key Account Management

The authors work with us here in the European Institute of Purchasing Management (EIPM) and have an in-depth understanding of the buying side of Key Account Management. This book, therefore, is a true and realistic version of how suppliers can work effectively and profitably with their major customers. I commend it to you. Bernard Gracia, Director EIPM Malcolm McDonald and Diana Woodburn have done a remarkable job in capturing all their (KAM) research and practical experience in this excellent book and I commend it to you. Martin Lamb, Chief Executive, IMI plc Today's suppliers like to brand themselves as 'partners' with their customers, but too often their results do not support this grand self proclamation. Only with a rigorous key account management approach can suppliers really become trusted partners and enjoy the significant long term rewards this hard won status brings. This excellent book is crammed with distilled, practical wisdom and provides a clear roadmap to successful key account management. Matt Hobbs, Marketing Consulting Leader, IBM Global Business Services In an era when very large customers dominate the customer portfolios of so many selling organizations, original and practical insights into the effective management of strategic or key account relationships are more valuable than ever. Authored by two of the most experienced experts in the area, this book is a 'must have, must read' for all managers in companies with key account strategies - regardless of their professional specialization. This book will save your company money - and, better, it will help you make money. Professor Nigel F. Piercy PhD, DLitt