Summary of Key Account Management in Financial Services

Tools and Techniques for Building Strong Relationships with Major Clients

Kogan Page, more...

Buy the book

Key Account Management in Financial Services
The same key account management that ignites sales can bring financial service professionals closer to their customers.

Rating

5 Overall

7 Applicability

6 Innovation

4 Style

 

Review

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.

In this summary, you will learn

  • How Key Account Management (KAM) applies in the financial services industry
  • How KAM can increase the profits of your financial services business
 

Summary

Why Key Account Management Makes Sense in Financial Services
The financial services industry includes banks, investment companies, insurance companies, credit card companies and many other consumer or institutional providers of products and services. The industry is consolidating, even...
Get the key points from this book in less than 10 minutes.

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.


Comment on this summary

More on this topic

By the same authors

  • Book

    Peter Cheverton

    Kogan Page, 2004

    (6)

Customers who read this summary also read

More by category