Malcolm McDonald on Key Account Management

Rapid deployment to exclude competitors

My mantra (inspired by the Special Air Service) is ‘Speed, Ambition and Surprise’. A well-thought-out sales strategy implemented quickly, efficiently and effectively will gain the element of surprise enabling you to steal the march on any competitor.

Paul Beaumont, Interim Sales Director

The first mover in a new market can gain sustainable competitive advantage. A supplier with a new product or significantly cheaper product may be contacted by potential customers from across the world and have to make choices about where local interest justifies investment. Contract sales organizations on relatively short-term contracts can be very helpful in building up a customer base in a new location quickly. Their ...