Daniel Svvennsen
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Strategic key account plans: Why aren’t they better?
This podcast addresses the crucial question of ‘Why are strategic key account plans often so awful?’ Experienced KAM consultants Paul Wilson and Diana Woodburn demonstrate how critical these plans are to KAM success through their discussion of what these plans should contain and how they should be used. They collect together the ideas for development…
Getting the best from your legal adviser
Account managers should know how to engage effectively with Legal – but equally, lawyers should understand your business and speak your language. In this webinar highly-experienced commercial lawyer Jeremy Newton of Codified Legal maps out how to make sure you have that kind of legal adviser and then work effectively with them, including managing the…
A Practitioners Glance at Organisational Effectiveness in KAM
Gülnur Durak of Daikin Europe (personal environment control via heat pumps and air conditioners) presents a great case study of how an organisation reoriented itself towards its key accounts. She explains how listening to key customers changed the way the company worked with them and intermediaries. Daikin key accounts now benefit from the integrated interface…
C-Level sponsorship and engagement in building strategic partnerships
AKAM Board member Dominykas Cibulskas used these slides to illustrate his presentation to the Marcus Evans Conference on Strategic Account Management, held in Amsterdam in November 2023. He’s clear that key accounts expect their suppliers’ CEOs to be involved in the relationship, but in lots of companies, the CEO stays away and insists KAM is…
Building effective relationships with government stakeholders
In this webinar, Anthony Arkle, head of public affairs at Skanska UK, outlines how to build effective relationships with government stakeholders. This webinar covers:Why a close relationship with government departments is important (for Skanska) How the relationship with UK Department for Transport supports Strategic Accounts The wider benefits of good account management with government stakeholders…
Needs, communication and the negotiation process.
Vagner Pin’s (Pfizer, Brazil) years of experience come powering through in this highly practical discussion of how to conduct negotiations. Negotiation, of course, isn’t just about doing deals with customers, everyone is involved in negotiating something or other most days, often internally. Vagner shows that anticipation and preparation is everything! Including details of the physical…
How to build better remote relationships with clients.
It’s not easy to build a relationship online, and most of us aren’t going about it the right way. as Kim Arnold tells you in this incredibly useful presentation, more is just more! We send too many standardised emails. You need to take time to acknowledge your customer as a person and inject some of…
