August 2023

Papers and articles

What do strategic customers want?

Former Travis Perkins Fleet Director (‘everything and anything with wheels!’) Graham Bellman, shares his views on supplier management, good KAM and strategic partnerships. Relationships are important but it’s what comes out of them that really matters: trust, performance, support when needed and practical innovations. Contrary to what a lot of key account managers think, price…

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Papers and articles

Don’t talk to Procurement!

But not talking to Procurement is a big mistake. They have been given a job their company wants them to do: protecting their company, its

Papers and articles

A buyer’s view of KAM

How well you understand your customer’s buyer, sitting across the desk. Do you appreciate the importance of their role internally and what they need from

AKAM Workshops & Conferences

Achieving account-based growth

Apply Pareto’s 80/20 rule repeatedly and you’ll find the top 3.5% of accounts deliver 50% of revenue So are those customers receiving exceptional attention in

AKAM Workshops & Conferences

HIAB global offering

Hiab has a global manufacturing presence and serves customers across the globe. The company offers a broad range of on-road loading equipment and has achieved strong

Papers and articles

A case in collaboration: KAM EMCOR UK

When EMCOR UK’s Facilities Management division decided its future lay in longer contracts with larger clients, it reckoned that collaboration would be the USP to

AKAM Workshops & Conferences

KAMs ahead of the game – who are they?

In case anyone was in any doubt about what is required in a key account manager, Gintarė Bėtaitė’s experience as a recruiter with Amrop Executive Search

AKAM Workshops & Conferences

Growing business by managing the customer experience

Delegates were really interested in what Michael Widing, Hiab’s Customer Experience and Insight Manager, shared about Hiab’s approach to measuring and managing the customer experience.

AKAM Workshops & Conferences

Change in procurement: the role of KAM

Kevin Wilson from Kedge Business School addressed the issue of change in public procurement and reviewed the impact of the 2014 EU directive on procurement

Papers and articles

The road to successful KAM roll-out

As anyone who has done it will know, the road to introducing KAM is not smooth or easy but implementing KAM can deliver major growth

August 2023

What do strategic customers want?

Don’t talk to Procurement!

A buyer’s view of KAM

Achieving account-based growth

HIAB global offering

A case in collaboration: KAM EMCOR UK

KAMs ahead of the game – who are they?

Growing business by managing the customer experience

Change in procurement: the role of KAM

The road to successful KAM roll-out

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