Now that ‘everything is changed, changed utterly’, and commentators are exploring political, economic and social implications which are well documented elsewhere, it is perhaps...

With world economies showing classic signs of ‘shrinkage’, Recession Account Management techniques may provide worthwhile options for pro-active NAMs and KAMs. Faced with reduced...

Even a cursory examination of the implications of global Net Exchanges makes it obvious that fundamental changes are taking place in business models, globally....

In contrast with the spin-doctor’s approach, there can be a positive value in managing trade news in the development of major customers. However, with...

With major retailers increasingly requiring dedicated ‘man-on-man’ matching of their multi-functional team structures at the supplier/customer interface, as evidence of committed partnership, it is...

Managing a global customer at local level can present an opportunity or threat for both KAM and company, locally and globally. Accepting the inevitability...

A negative side effect of the mergers and takeovers in the retail trade has caused many trading partners to shelve or even abandon medium...

Bearing in mind the fact that in a rapidly changing market, current levels of inadequate or under-resourcing make it impossible to treat each customer...

Bearing in mind that a customer can be as important (or more important!) than a fixed asset, it is perhaps useful to explore the...

Retailers who expect loyalty cards to build consumer loyalty are missing an important trick. Loyalty cards simply provide access to possible consumer need via...