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Key Account Management Tools and Techniques for Achieving Profitable Key Supplier Status

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ISBN-10: 0749452773

ISBN-13: 9780749452773

Edition: 4th 2008

Authors: Peter Cheverton

List price: $60.00
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Key Account Management is a highly practical book with a unique yet simple planning methodology for identifying, obtaining, retaining, and developing key customers. Very few books take the long-term, team-selling strategic view of KAM that this book takes, and it is the only book which focuses on implementation rather than theory. Based on real and current experience of companies facing the challenge, it provides tools for use in the real world that will help readers plan their own strategy as they proceed.
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Book details

List price: $60.00
Edition: 4th
Copyright year: 2008
Publisher: Kogan Page, Limited
Publication date: 6/1/2008
Binding: Paperback
Pages: 400
Size: 7.50" wide x 9.50" long x 1.00" tall
Weight: 1.848
Language: English

Peter Cheverton is a director of INSIGHT Marketing and People, now established as the leading international training and consultancy firm in Key and Global Account Management implementation. He is also the author of Global Account Management, Key Account Management , Key Marketing Skills, Key Account Management in Financial Services and Understanding Brands, all published by Kogan Page. For more information, visit Peter Cheverton's website at

And it was all going so very well
Definitions and Purpose
The challenge
Why Key Account Management: aggressive or defensive?
What is a key account? An investment
What is Key Account Management?
Analysis: Opportunity and Value
Knowing the market, knowing your value
Knowing the people, knowing your value
Relationship Management
From 'bow-ties' to 'diamonds'
Contact strategies
The human factor
The good, the bad, the sad and the ugly
Achieving Key Supplier Status
The purchasing revolution
Supply chain management: seeking value
Purchasing organization: rationalization and centralization
Supplier positioning: managing suppliers
Achieving Strategic Supplier Status
Being of strategic value
How are they growing?
How do they aim to win?
What drives them?
A shared future?
The Value Proposition
The customer's total business experience
The customer's activity cycle
Measuring the value
Making the proposal
Targeting: Customer Classification and Distinction
Customer classification
Customer distinction
Making It Happen: Preparing for KAM
Sins and requirements
Leadership and organization
The skills required
IT systems
Measuring customer profitability
The key account plan
Tracking progress
Getting further help