February 2015
Intermediate to advanced
416 pages
11h 16m
English
Content preview from Key Account Management, 6th Edition
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In Part I of this book, we described a journey as seen from the perspective of the supplier, and yet we have continually referred to KAM as an activity requiring a certain mutuality of intent between supplier and customer – so what of the customer’s view on all this?
Why should they let you in? Why should they allow you the access beyond the purchasing function involved in any of the ‘one-on-many’, ‘duet’ or ‘diamond team’ models of relationship? Why should they allow you the kind of knowledge about your true value that can only reduce their ability to use some of the ‘sharper’ tactics in the professional purchaser’s book of tricks?
There are indeed a significant number of reasons why they might not allow any of these ...
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