When a Key Account is not a Key Account (and what to do about it)

So you have the title ‘Key Account Manager’ and you are responsible for one or two ‘Key Accounts’.  With the best of intentions you seek to establish shared goals and plans where both parties (supplier and client) will benefit only to find that your ‘Key Accounts’ do not think the same way as you and do not share the same intentions. If this is your current dilemma as a Key Account Manager .....