2010 Key Account Management Negotiation Profitability 
Red Star Kim
NOVEMBER 1, 2023
Amongst the delegates were business development executives and managers with responsibility for between three and five clients as part of their firm’s Key Client Programme (KCP) or Key Account Management (KAM).
Red Star Kim
SEPTEMBER 8, 2023
The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Price is a major driver of profit. Differential pricing is rarely discussed in professional services although it is often implicit in key account management. Often, pricing becomes the focus of these negotiations.
Red Star Kim
FEBRUARY 8, 2024
Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. Essentially a focus on the most profitable clients. So targeting is often more important and more challenging.
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