Paper
Insight into KAM culture and authority
Sarah Petrelli’s Masters thesis (USI, Lugano) explores some of the less well-defined areas of KAM, which are, nevertheless, critical to key account managers’ success. This
Daniel Svvennsen
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Tools
Negotiating with key accounts: The Power Grid
The Power Grid is a simple and effective way of maintaining focus on ensuring the right strategy and overall approach is used when developing or
KAM research
Comprehensive view of KAM research
Firstly, this illuminating analysis by Internationally renowned Professors Kumar, Sharma and Salo defines the scope of KAM: selection of key or strategic accounts, team structures,
Webinar
Strategic key account plans in practice
Watch the recorded webinar and view the presentation slides of AKAMs Strategic Key Account planning webinar. This webinar was hosted by Geoff Quinn of Pfizer Global and Diana Woodburn AKAM Chairman. The quality – even the existence – of strategic key account plans is patchy even in some of the most forward-looking organisations. Why is…
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