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Key Account Management in Financial Services

Tools and Techniques for Building Strong Relationships with Major Clients

Kogan Page,

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Category: Sales & Marketing

Key Account Management in Financial Services

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


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Why you should read Key Account Management in Financial Services

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 believes that those who have not - particularly those in the financial services sector - will benefit from this shorter, easier book.

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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