https://value-matters.net/insights/ Value-based key account management, from Mark Davies and Richard Brooks. https://value-matters.net/insights/the-johnny-cash-principle/ https://value-matters.net/insights/the-johnny-cash-principle/ Wed, 12 Aug 2026 00:00:00 GMT A rockabilly band, a Cotswolds festival, and the moment everybody finally looked up: why every pitch should open with what your audience already knows, and the ABC model that makes it happen. https://value-matters.net/insights/why-you-keep-rebuilding/ https://value-matters.net/insights/why-you-keep-rebuilding/ Wed, 05 Aug 2026 00:00:00 GMT Four out of five sales organisations rebuild their key account programme every few years. The rebuild is treated as a failure of effort. It is almost always a failure of capability. https://value-matters.net/insights/the-plan-in-the-filing-cabinet/ https://value-matters.net/insights/the-plan-in-the-filing-cabinet/ Tue, 28 Jul 2026 00:00:00 GMT Somewhere in your organisation there is a key account plan that nobody has opened since the day it was approved. It does not die from lack of discipline. It dies because no team ever had the hours to keep it alive. Now, finally, something has the time. https://value-matters.net/insights/what-is-this-customer-worth/ https://value-matters.net/insights/what-is-this-customer-worth/ Tue, 21 Jul 2026 00:00:00 GMT Revenue tells you what a customer paid you. It says nothing about what they spent. The gap between the two is your share of wallet, and most account teams cannot state it within twenty points.