O'Reilly logo

Key Account Management, 5th Edition by Peter Cheverton

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

29

Sins and requirements

To repeat: the challenge of KAM is not in the concept or theory, nor in the tools and processes to be used, it is squarely in the task of practical implementation. It is the long list of things that can get in its way that present the main problems, the vast majority of which are internal. It is rarely the customer or the competition that prevents you from making KAM work; it is your own organization.

The sins

The following list of ‘deadly sins’ is compiled after many years of encountering pretty much the same obstacles almost everywhere I go. In fact, the day that I meet an organization that suffers not one of these sins is the day I hang up my trainer’s boots.

In life there are said to be seven deadly sins; pride, ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required