Implementing key account management : designing customer centric processes for mutual growth Introduction to implementing key account management Re engaging strategic customers Adopting key account management Building customer understanding and value planning Developing customer relationships Developing winning offerings Creating compelling customer value propositions Co creating value with key customers Designing customer centric approaches and processes The role of the key account manager and the kam team Measuring KAM performance Motivating incentivizing and rewarding for KAM KAM and procurement: the buyers perspective and value based negotiation International key account management Assessing your KAM programme: a framework The KAM framework Index