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

30

Leadership and organization

Leadership: managing change

Without leadership from the top, the very top, KAM will falter at each of the hurdles, and a fall will become increasingly likely. But what does ‘leadership’ mean?

There are more books written on this question than on almost any other facet of business management, very often from the perspective of one or more ‘corporate heroes’. I don’t propose to go down the ‘do it their way’ route, but to limit my advice on leadership to a 10-point list of requirements, all based on the principles of change management:

•  Have a clear picture of why KAM is required – and communicate it.

•  Create the vision of where you want to be through the practice of KAM.

•  Communicate that vision, ensuring full ...

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