Our approach to effective strategic/key account management (SAM/KAM)

For almost twenty years Professor McDonald has been researching Key Account Management global best practices at Cranfield University School of Management. This research club (sponsored by some of the world’s leading companies) has developed some of the most important models in the following Key Account domains: selection; categorization; profitability; needs; planning; organization; IT; measurement of effectiveness.

Professor McDonald and his associates have produced a number of books on the subject.

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Books* bought direct from publishers Wiley - a 20% discount is available using the discount code VBH39 at checkout.

	*Key Account Management: The Definitive Guide, 3rd Edition
	ISBN: 978-0-470-97415-5
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	"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling."

	Key Account Plans: The Practitioners Guide to Profitable Planning
	ISBN: 0750683678
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	To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald.

	Key Customers: How to Manage Them Profitably
	ISBN: 0750646152
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	Developing successful business-to-business relationships with more powerful customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book in a practical way that can be implemented in all organizations