Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. The Pareto principle, better known as the 80/20 rule, is applied for numerous purposes in ...

Once you search in Google for “key account management” the number of hits is about 197 million. Searching in Google for “key account management” plus “pharma” will give you about 550,000 hits. The ...

In part 1 of this article, we explored the varying definitions of key accounts in the context of key account management. As an aggregate view, the following definitions were proposed: If we find this ...