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You can’t just write a plan, you need first to devise a strategy based on great customer understanding (why and how) before nailing down the activity (what?) and the people to address (who?). Key account managers often complain that plans are a waste of time and don’t get used – which is ironic, when it’s…
This AKAM Technical workshop (Lisbon, 2023) kicked off with the importance of strategic key account plans, arguably the most important thing a key account manager
Companies frequently launch their Key Account Management programme without having considered all the pieces essential to its success. KAM is a strategy that goes way beyond sales
There is a fair amount of work to do to produce a strategic key account plan – you don’t want to spend time trying to
Where/how do you start to write a strategic key account plan? First comes the collection and analysis of information, then interpretation and thinking, before creating
The AKAM panel offered advice on members’ questions, like how best to carry out price negotiations with their strategic account;Â managing a key(?) customer that
The quality – even the existence – of strategic key account plans is patchy even in some of the most forward-looking organisations. Why is that?
Any organisation needs to take much the same actions to develop and establish key account management as any other. A ‘rough and ready’ assessment from
Darren Bayley describes the role of the key account manager from the point of view of Straumann, in the global medical device sector. He demonstrates
Ask six people what KAM is and you’ll probably get six different answers, albeit with some common threads and themes. In contrast, AKAM is clear
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