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Key Account Management in Financial Services
Book

Key Account Management in Financial Services

Tools and Techniques for Building Strong Relationships with Major Clients

Peter Cheverton, Tim Hughes, Bryan Foss and Merlin Stone
Kogan Page, 2004

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Editorial Rating

5

Recommendation

Editor Peter Cheverton is a guru of KAM, and this book somewhat modifies and tailors his basic KAM approach to fit the needs of the financial services industry. The tailoring is slight, mainly a matter of streamlining the style, although that is welcome. One brief but very useful section discusses the importance of dealing with and through intermediaries. In fact, many financial services vendors work through intermediaries, distributing their products or services through banks, insurance companies, mutual fund companies or others. Cheverton and his co-editors, Tim Hughes, Bryan Foss and Merlin Stone, usefully point out that it is important not to consider the intermediary as the customer. Instead, the vendor should look through the intermediary to the final user and assist the intermediary in developing an offering that suits the needs and preferences of that end user. People who have read Cheverton’s Key Account Management will learn little new here, but getAbstract.com believes that those who have not - particularly those in the financial services sector - will benefit from this shorter, easier book.

Take-Aways

  • The financial service industry is consolidating. Use Key Account Management (KAM) to avoid being left behind. To survive, become essential.
  • Chose your key accounts with the future in mind. Caution: your biggest accounts are probably the worst choice.
  • Key accounts are the core of your strategic position; you must be central to theirs.

About the Authors

Peter Cheverton is Director of Insight Marketing and People, Ltd., KAM trainers and consultants. Dr. Tim Hughes is a Bristol Business School Senior Lecturer. Bryan Foss is a Banking Solutions Executive at IBM Global Financial Services. Professor Merlin Stone is a Business Research Leader with IBM’s Business Consultancy Services.

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