So you have the title ‘Key Account Manager’ and you are responsible for one or two ‘Key Accounts’. With the best of intentions you seek to establish shared goals and plans where both parties (supplier and client) will benefit only to find that your ‘Key Accounts’ do not think the same way as you and do not share the same intentions. If this is your current dilemma as a Key Account Manager you may find that you do not have Key Accounts at all.
Welcome to the world of confusion when it comes to the definitions of things like Key Accounts, Prospecting, etc. The business world is littered with all manner of definitions, just take the terms Strategy or Strategic and you see what I mean, but let’s not go there. Instead let’s take a look at different types of accounts, … read more by subscribing.
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