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Government advice and laws change on a daily basis, and nobody seems clear about what is advisory and what is compulsory. But now large parts of life have settled into a new shape, and business into new ways of conducting itself. The changes may be permanent or temporary, but anyway no-one has any idea of…
Price can often be the first casualty as companies compete in markets shrinking due to COVID19. However, now more than ever, it is essential to compete on value and not just on price. AKAM is starting a conversation on how B2B companies can retain customers and win new deals in these tough times. The focus…
The COVID-19 outbreak is causing the biggest disruption in decades to economies and businesses across the world. State of Flux 12 years of global annual research into supplier management best practices shows that most organisations are significantly exposed when it comes to supplier risk management, specifically pandemic risks. And while procurement and supply chain organisations…
Trust has long been recognised as an important ingredient of effective leadership – its centrality to a range of leadership theories being well documented over the past 50 plus years. However, the nature of leadership has changed dramatically in recent decades, in line with trends in business and organisational structures. Key account managers often need to…
This webinar was presented by Cristina Mariani, Alinea Training and consulting. Over the last few months, everyone has been thrown into meeting customers via Zoom etc. Most of us would rather be seeing customers face-to-face but, even when we return to the ‘new normal’, face-to-face visits are likely to be severely curtailed. Both supplier and customer companies…
Some companies are disappointed with the outcomes of their KAM programmes. And yet what should be a major strategic initiative has been downgraded to ‘just another management technique’ – a ‘nice-to-have’ rather than a ‘must-be’. Why is it that? This webinar will identify and address common issues: KAM objectives are sometimes unclear, unrealistic, or non-existent……
Below you can see the recorded webinar and view the presentation slides for the AKAM webinar ‘What can KAM and HR Management share about informal influencing?’. This webinar was presented with combined experience from Ramūnas Bagdonas, People and Engagement Head for Telia Lithuania, a leading Telco and IT provider, and Geoff Quinn, Director of KAM Centre of Excellence…
Are close business relationships always synonymous with superior performance? Does the dark side of a business relationship spread in relationship portfolios? Based on interviews with key account managers, this research uncovers that the emergence of a ‘dark side’ in a business relationship can overshadow its benefits. This research also shows that the dark side can…
Many companies struggle to understand how they can stay relevant for their customers. Relevance is not only about offering the right products and services but also about challenging existing ways of working and adapting business models and internal processes. The effect will be increased loyalty which means more, and recurring, business for you. This seminar will…
Do you want to move your customer relationship from “Supplier” to “Strategic Partner”? Do you really know what your accounts and customers “value” and how you can “add value” to them and grow your business at the same time? Do you struggle to differentiate your offer from the competition? Do you find your customers switching…
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