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This webinar will explore your role as a relationship manager in the supply chain. You need to be an orchestrator of your company’s functions to meet the range of customer demands that add value to their business! That may involve your supply chain operations, procurement, returns management, accounting – even third parties.  Simon Templar…
Congratulations to Sandro Bordalo Clos!! This Award is designed to highlight the great work that key account managers do for their customers and their own
In this paper the well-known Professors Bjoern Ivens, Barbara Niersbach and Catharine Pardo explain the fundamental role of service in KAM. Their research developed a model of four types of service in which key account managers should be engaged in delivering to their internal and external networks: interaction, individualization, information and integration. This important finding…
The automotive sector is so highly concentrated that excellent KAM is essential, not an option. So perhaps it’s not surprising that Thierry Josselin of Axcelis (AKAM Key Account Manager of the Year 2021) has ample experience of the great executive sponsorship which so many other companies fail to enact. In this short video he itemises…
Suppliers are often keen to avoid Procurement and work directly with the ‘real customer’. Maybe you find dealing with Procurement bruising and unpleasant? Do you feel forced to give away more than you planned? If so, you may conclude that avoiding Procurement is going to work out better for you. But Jens Hentschel of Fivis…
In this webinar, Cedric Roesler shares what he found about the current issues with KAM implementation. Through identifying the problems he’ll show a path through the ‘undergrowth’ that leads to success. KAM partnership operational roll-out is not a major difficulty any more, however… Internal alignment needs to be regularly assessed and monitored External alignment between partners…
What is a KAM team? You may be perfectly clear, but do your colleagues and your customers agree? AKAM’s Forum of KAM programme leaders identified four different group of people, all called ‘the KAM team’. Which means that you can have been talking about the team completely at cross purposes with someone who sees it very differently.…
Dr Brit van Ooijen explores key account managers’ leadership position and suggests that leadership is more important in any modern management position, regardless of given authority. Boundaries abound and authority is always limited by them, whereas KAM needs to span boundaries: skilled leadership is the way to do it. Trust plays an important part and…
Trust isn’t a simple or absolute concept, it’s never perfect and incontrovertible. Alistair Taylor explores and explains trust in a KAM setting, including the range of contexts from the individual to the team, and to the organisation. A customer may trust a person but not their company – or vice versa! Alistair builds a structure…
Contrary common belief, GAM is not only for large corporations: it is also very relevant for medium-size businesses, as demonstrated brilliantly by the two other speakers of the day. John Bailey, Head of Global Accounts at Hiab, and Alistair Taylor talking about his experience at IMI both explained how the implementation of GAM became a game changer and transformation factor for their…
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