Because a picture is worth a thousand words, we conclude this book on key account management introducing our last framework named SCK (the integration of SCAP-CAR-KAMP) (see Figure 4.3). Interestingly, SCK can be easily remembered since it stands for Secure the Customer Kingdom.
When it comes to key accounts, using a kingdom metaphor for a large customer seems natural. In fact, it makes sense for a supplier serving a key account to secure such customer not only by erecting entry barriers for competitors, but also by making the customer feel safe with the KAM. We believe SCK defines what key account management is about for complex and dynamic companies.
First and by definition, kingdom refers to a state or government having a king or ...
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