Daniel Svvennsen
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KAM success demands internal alignment – Continued
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…
Implementing KAM systems
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
From relationships to real-world implementation
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
What don’t you know about Procurement?
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…
Key account managers as agents of change
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
Understanding and developing relationships with key accounts
‘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…
KAM success in facilities management: EMCOR UK
What does KAM look like when it becomes the core of a company’s strategy? In this case study, EMCOR UK’s Chief Operating Officer Ian Meaden shares how one of the country’s top FM suppliers turned an intuitive understanding of customer needs into a formalised, long-term KAM programme. From training every cohort of key account managers…
Learning KAM from big pharma
What can the pharmaceutical industry teach us about complex KAM? Consultant Frans van Schelven draws on his experience helping global pharma firms implement KAM in diverse healthcare systems. With customers ranging from prescribing doctors to integrated care systems and policymakers, pharma offers a model for tailoring your KAM strategy to varied decision-makers. This article explores…
