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This research report from Warwick Business School explores how companies can better understand how to (and how not to) design their organisations to deliver their KAM objectives. A diverse group of companies looked at organisational structure, KAM teams and the KAM development journey, particularly focusing on the wide range of people involved and their mindsets…
KAM is a cultural change, not just a straightforward business strategy, which adds to the difficulty of implementation. People need to be moved from mindsets where they have control and comfort to situations that they cannot yet visualise. Successful cultural change starts with an exploration of the gap between the current situation and the desired…
This edition explores some of the most critical questions shaping the future of Key Account Management: What do Key Accounts really value? How corporate foresight
In this follow-up to the popular first session (watch the first webinar here), Denise Freier and Bob Sacco reveal how internal alignment enables true account leadership and sustainable growth. Drawing on decades of experience at IBM and beyond, they share practical frameworks for aligning leadership, teams, and clients around shared goals to strengthen execution and…
You’ve got your KAM strategy—but is your system set up for success or headed for failure? Jalber Nunes, Global Director at Kestral Vision, provides essential
Everyone talks about relationships in KAM—but can you actually turn them into real-world results? Flavio Ferracuti of STAAR Surgical explains why many relationship-driven strategies fail
Procurement can often seem like a black box, but understanding how it really works can be a major advantage in Key Account Management. In this session, procurement expert Jonas Olsson flips the perspective, helping KAM professionals see the world through the buyer’s eyes. With over 20 years of procurement experience and a sharp understanding of…
Are you just managing accounts, or are you changing your organisation? Daniel Santos, former Sales Director at GSK and current LBS Sloan Fellow, argues that
‘People buy from people?’ But do they? How do relationships work in KAM? What exactly is the purpose of these resource-hungry relationships? What do customers and suppliers expect of them? They won’t be the same things, and you may well have ‘supplier delusion’ anyway. Understanding the different stages of KAM relationships – from Basic through…
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Stay focused and current with the expert knowledge and practitioner experience you’ll find in the AKAM Bulletin. Every two months you’ll get an injection of KAM news, thought-provoking articles and tools/ideas you can utilise.
