Key Account Management (KAM) is one of the most important strategies in business today.  Too many companies flounder and struggle because they either try to compete across too wide an area, thus depleting focus and resource allocation.  As a consequence, they dilute their own efforts and appeal and the net result is that the customer, already feeling fairly 'Thrill-Immune' from the sheer 24/7/365 nature of modern Business, loses sight of what it is that makes that particular supplier special.

Key Account Management is important for you if your company has ever:

• Lost a customer you did not want to lose

• Been asked by an important customer to lower your prices

• Had Market Research or Focus Group feedback that placed you merely 'In-the-pack'

• Been unable to support a good customer because of money, time or both

• Had to raise prices

• Been threatened by powerful new competitors.

A word of warning, your KEY customers are often NOT the obvious ones and are VERY often NOT the big ones.

Key Account Management is a wide field of study, embracing at one end, cold-hard analytical study with, at the other end high levels of Interpersonal Intelligence and understanding of Human Psychology.

Key Account Management is YOUR Key to thriving rather than surviving in the future.