Pharma and life sciences brands are operating in an evolving business landscape that increasingly prioritizes unique consumer expectations about treatment. Unlike other industries, however, the stakes ...

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 ...

The medtech marketplace has experienced drastic changes in recent years. Economic forces have accelerated on hospitals, forcing them to become more cost conscious. Hospital purchasing has become more ...

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 ...

The Pareto principle, better known as the 80/20 rule, is applied for numerous purposes in boardrooms all over—but the essence holds true for a majority of cases in the business world, especially when ...

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 ...

Excerpted from “SAM-Legal: Turning Key Clients Into Strategic Accounts, a Guide to Law firm Strategic Account Management” by Steve Bell and Silvia Coulter. This excerpt, from an early chapter in the ...

A key account manager is a business professional whose primary function is to build customer relationships. Key account managers have broad responsibilities related to customer service, sales, ...

You’re probably familiar with the Pareto principle: the idea that 80 percent of your sales comes from just 20 percent of current customers. Identifying that 20 percent — and devising a plan to keep ...

In his new role as key account manager, Fischer will be responsible for managing strategic partnerships and driving growth ...

From the time you book an airline flight until that plane lands, your pecking order in the airline's customer hierarchy determines your travel experience. To the airlines, all customers are not ...