The B46 SalesBlog - helping companies of all sizes to grow sales: Key Client Development

17 December 2006

Key Client Development

Key Client Development (KDC) is the systematic development and nurturing of clients who are strategically important to a professional firm's survival and prosperity. The concept originated in the industrial sector as Key Account Management (KAM) in the 1960s with Union Oil in America and KAM is now standard practice among the majority of industrial and commercial companies in the world...http://www.b46.org/resources.htm

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Name: Paul Chiswick

Location: Birmingham, West Midlands, GB

Originally trained as a Civil and Structural Engineer, I spent the first 10 years of my career involved with large infrastructure projects in the UK and Asia Pacific, where I gained a deep understanding of project management and client relationship management. In a subsequent successful sales career spanning over 20 years I have had experience ranging from start-ups to major multi nationals such as IBM and Deloitte Consulting, During this time I was deeply involved with all aspects of business development, marketing, sales planning, and sales execution and have personally achieved over £35 million of sales for organisations I worked for. I also co-founded and directed EuroSwift, a sales outsourcing operation. EuroSwift achieved over £4.5 million of revenues for its clients in the first two years of operation. I am a Fellow of the Institute of Sales and Marketing Management and an Associate of the National B2B Centre in the UK.

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The B46 SalesBlog - helping companies of all sizes to grow sales

17 December 2006

Key Client Development

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