David Southern and Gary Lunt outline six steps to key account management in pharma to enable the sector to adapt to complex and ever-changing NHS pathways and how pharma should look to other industries for best practice in key account management. Key Account Management in Pharma (KAM) has become something […]
Daily Archives: December 13, 2019
2 posts
According to a recent Harvard Business Review article, depending on the industry, acquiring a new customer is 5 to 25 times more expensive than retaining an existing one. Moreover, in business markets, key customers account for greater amounts of suppliers’ business. For example, Walmart contributes to about 20% of P&G’s […]