Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. The Pareto principle, better known as the 80/20 rule, is applied for numerous purposes in ...

Milind Katti is the Co-Founder and COO of DemandFarm. A company that build digital tools for strategic account management. As organizations try to stay ahead of the market and build future revenue ...

As organizations try to be strategically significant to their customers, they inevitably realize the value and necessity of implementing a key account management program. Key account management ...

Strategic account management is a process that allows a business to create a win-win alliance with its most significant customers. Businesses that choose to follow a strategic account management ...

To succeed in key account management, sales staff need to change their role and their objective. Instead of pursuing short-term profit, they must concentrate on managing customer relationships and ...

Key account management (KAM) is not a new concept and yet, for all of its potential, it is still not completely embraced by the pharma industry. Perhaps part of the reason for this lies in the ...

Key Account Management (KAM) has evolved into a critical strategic function for organisations striving to maintain enduring, mutually beneficial relationships with their most significant clients.

The book Key Account Management in Pharma is powered by more than 45 years of experience in the pharmaceutical industry. Writing was driven by the will to add value to marketeers and managers in this ...