What do Key Accounts really value?

Outcome-based (vs transaction based) business model, Value creation & co-creation, Value quantification

Share:

Membership Required

To access this resource, please login.

Not a member? Sign up to access this and over 332 other resources, invites to exclusive events, member-only webinars and more!

In this practical and insight-rich article, Paul Wilson addresses one of the most persistent challenges in KAM: the dominance of price-based conversations. Drawing on extensive experience and research, the article explores what key accounts truly value beyond cost, introducing a clear framework built around five core value pillars. It provides practical guidance on how KAM…

To access this post, you must be a member. Please login or sign up.

Want to access this and 332+ other resources?

Access an ever-growing wealth of on-demand KAM materials in our Member Resources Library. Explore nearly 250 items including research papers, practical case studies, diagnostics and tools, podcasts, and videos.

As an AKAM member you'll improve your KAM practices through education and networking. Receive exclusive invites to in-person and online events, have the opportunity to build and certify your skills and access a wealth of knowledge.

Individual Membership

Corporate Membership

What do Key Accounts really value?

Membership Required

To access this resource, please login.

Not a member? Sign up to access this and over 332 other resources, invites to exclusive events, member-only webinars and more!

Want to access this and 332+ other resources?

Access an ever-growing wealth of on-demand KAM materials in our Member Resources Library. Explore nearly 250 items including research papers, practical case studies, diagnostics and tools, podcasts, and videos.

As an AKAM member you'll improve your KAM practices through education and networking. Receive exclusive invites to in-person and online events, have the opportunity to build and certify your skills and access a wealth of knowledge.

Individual membership

For Key Account Managers and Programme Leaders

Corporate membership

For organisations and educational institutions

You have successfully completed this development track.

You shall shortly receive your certificate by email.

Congratulations!

You have successfully completed the development track.

You shall shortly receive your certificate by email.

Member Dashboard

Member Resources

Events

Learning Zone

Podcasts

Member Chatroom

Member Network

Manage Account

Sign up to our mailing list

Get FREE access to our bulletin!

The Association for

Key Account Management

Sign in