Losing a small account may not seem significant to the bottom line of the business. What about if 80% of the business sustainability depends on the top 20% key accounts of yours? To top it off, acquiring new customers is getting more expensive, more time consuming, longer and harder.

Findings have shown that key account management is one of the critical success factors for organizations to keep their strategic customers.  It is a customer-centric approach to building a deeper relationship with your key accounts through understanding their needs, obstacles... [Read more]