Page 10 - Key Account Management
P. 10

9. Measure the success of the plans, particularly in respect of whether
                   they create shareholder value added.
                   10. Reward individuals and teams for their success.

               Malcolm McDonald and Diana Woodburn have done a remarkable job in
               capturing all their research and practical experience in this excellent book
               and I commend it to you.




                                                                                          Martin Lamb
                                                                                       Chief Executive
                                                                                                 IMI plc
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