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Key Account Management in Financial Services: Tools and Techniques for Building Strong Relationships with Major Clients [Paperback]

Peter Cheverton (Author), Dr Tim Hughes (Author), Bryan Foss (Author), Merlin Stone (Author)
4.0 out of 5 stars  See all reviews (2 customer reviews)

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Book Description

Publication Date: 3 Nov 2007 | ISBN-10: 074945069X | ISBN-13: 978-0749450694 | Edition: Pbk. Ed

Key Account Management in Financial Services has been written in response to demand for a book devoted exclusively to the subject for this market. Using specific, tailored examples and case studies from global financial services companies, it provides you with expert advice on marketing and selling financial products.

Compiled from original in-depth research and interviews, it takes you through the process of understanding, analysis, planning, implementation and performance monitoring, so it can be used as a 'before, during, and after' guide to practical implementation. The free CD ROM contains KAM analysis software and planning tools.

This is a must-have reference if you are working or studying in this field.

Product details

  • Paperback: 344 pages
  • Publisher: Kogan Page; Pbk. Ed edition (3 Nov 2007)
  • Language: English
  • ISBN-10: 074945069X
  • ISBN-13: 978-0749450694
  • Product Dimensions: 2.5 x 19 x 24.1 cm
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (2 customer reviews)
  • Amazon Bestsellers Rank: 1,163,784 in Books (See Top 100 in Books)

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Product Description

Review

"The authors..have drawn on their enormous expertise in marketing, selling and financial services to produce a straightforward, readable, reliable guide."
-- Professor Malcolm McDonald, Emeritus Professor,Cranfield School of Management, UK

Book Description

Compiled from original in-depth research and interviews, Key Account Management in Financial Services takes you through the process of understanding, analysis, planning, implementation and performance monitoring, so it can be used as a 'before, during and after' guide to practical implementation.
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Customer Reviews

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Most Helpful Customer Reviews
3 of 3 people found the following review helpful
3.0 out of 5 stars A Solid Effort! 25 May 2005
By Rolf Dobelli TOP 500 REVIEWER
Format:Hardcover
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 we believe that those who have not - particularly those in the financial services sector - will benefit from this shorter, easier book.
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5.0 out of 5 stars Excellent guide 19 April 2008
By Mr. R. C. E. Stevenson
Format:Hardcover
If you're looking for KAM information, you really should read the main man on the subject Peter Cheverton. This book includes most of the information you'd pay hundreds for on one of his popular masterclasses, so save yourself the time & expense and learn these important strategies and techniques on the train!
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 3.0 out of 5 stars  1 review
2 of 2 people found the following review helpful
3.0 out of 5 stars A Solid Effort! 25 May 2005
By Rolf Dobelli - Published on Amazon.com
Format:Hardcover
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 we believe that those who have not - particularly those in the financial services sector - will benefit from this shorter, easier book.
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