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Update nowExcellent Key Account Management can produce impressive results but in our experience to get there it takes an holistic approach that considers mindsets, behaviours, and the organisational ecosystem through the lens of the 5 Key Account Management principles (Fig.1).
Fig.1
When account teams and the people leading them break through these principles and the associated behavioural, mindset and ecosystem barriers, remarkable commercial outcomes follow – like a £6m increase in operating income in just 6-months*.
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