How to Define Value in Key Account Management


How do you define "value?" in key account management?

I have some ideas:

For me value means delivering a solution to your clients that is:

  • Useful
  • Surprising
  • Relevant
  • Differentiated

I get deep into the topic of value with David Ventura on this episode of KAMCast, a brand new podcast dedicated to key account management!

About the author 

Warwick Brown

Warwick Brown has led business development and account management teams in Australia and Europe for more than 15 years and worked with some of the world's most prestigious firms, including Merck & Co, Deutsche Bank, McKinsey & Company and Vodafone. His mission is to help account managers everywhere who are short on time and big on ambition get results.