Implementing Key Account Management Designing Customer-Centric Processes for Mutual Growth

"The authors have a proven record of developing and delivering leadership in key account management theory and practice. This book will be really useful to any business leader looking for practical insight into how to grow business relationships and commercial outcomes with their largest, most complex accounts." ("Paul Wilson, Commercial Account Director, Pfizer – KAM Centre of Excellence")
"Incredibly well thought-through, well researched and provides a unique playbook both for newcomers to key account management and for those with decades of experience. Very thought-provoking and a must-read for those serious about building deeper client relationships." ("John MacDonald-Gaunt, Vice President, IBM Global Business Services")
"Professional, practical and pragmatic - an ideal source of information to make key account management work effectively in your organization." ("Richard Daniel, Director of Key Account Coordination and Customer Solutions, Zoetis")
"I like the highly structured approach of this book, combining practical relevance and scientific foundation." ("Hajo Rapp, SVP Global Strategic Account Management and Sales Excellence, TUEV SUED AG")
"Full of practical advice for managers, this book is the product of many years of research and teaching on key account management and sales by the experienced Cranfield team." ("Lynette Ryals, Pro Vice Chancellor and Professor of Strategic Sales and Account Management, Cranfield University")