** Chapter - 01: Introduction to implementing key account management; * Section - PART ONE: Re-engaging strategic customers; ** Chapter - 02: Adopting key account management; ** Chapter - 03: Building customer understanding and value planning; ** Chapter - 04: Developing customer relationships; * Section - PART TWO: Developing winning offerings; ** Chapter - 05: Creating compelling customer value propositions; ** Chapter - 06: Co-creating value with key customers; * Section - PART THREE: Designing customer-centric approaches and processes; ** Chapter - 07: The role of the key account manager and the KAM team; ** Chapter - 08: Measuring KAM performance; ** Chapter - 09: Motivating, incentivizing and rewarding for KAM; ** Chapter - 10: KAM and procurement: the buyer's perspective and value-based negotiation; ** Chapter - 11: International key account management; * Section - PART FOUR: Assessing your KAM programme: a framework; ** Chapter - 12: The KAM Framework; ** Chapter - 13: Epilogue: Final word on implementing KAM from a global practitioner at Unilever Food Solutions;.