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.
Buy direct from the publisher or bookseller using the individual 'Buy online' links below.
*Key Account Management: The Definitive Guide, 3rd Edition |
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ISBN13 9780470974155 | |
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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 |
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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 |
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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 |
Malcolm McDonald on Key Account Management |
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ISBN10 0749480777 | |
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Malcolm McDonald on Key Account Management explores the challenges of winning, retaining and developing key accounts. Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the key to market share and revenue growth, the costs of serving key accounts can erode profitability unless they are thoroughly understood and managed. |
Key Account Management: Learning from supplier and customer perspectives |
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ISBN: 075063278X | |
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Rethinking Sales Management: A Strategic Guide for Practitioners |
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ISBN: 0470513055 | |
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To see our articles and client case examples on SAM/KAM click here
To see our 10 Key Principles for effective SAM/KAM click here
To see our Simulation Game for developing SAM/KAM skills click here
"Malcolm McDonald expertly tackle this key marketing concept. They clear away the clutter and confusion that has mystified market segmentation and provide a clear process for creating a segmentation model individually tailored to your market."
Marketing Director, Afton Chemical in United Kingdom
Margins increased by 8%
Chemical company (market regarded as commoditised)
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