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as key account management has evolved over the last 20 years it has moved from the focus on what the supplier wanted to achieve with a key account to really understanding what the customer is trying to achieve over the next three to five years and then building supplier strategies that will support the customer achieving their goals and their aspirations so the focus for the supplier is now to identify and implement customer led and customer focused strategies in order to do this effectively the key account manager needs to develop a truly in-depth understanding for example of the customers future goals their future strategic direction their pastel and competitive environments but most importantly is for the key account manager to understand what is driving the customers customer so they can identify how they can support and help the key customer with their competitive advantage in order to help key account managers develop customer led and customer focused strategies we have develop