Event
The customer’s take on Strategic Relationship Management
Are you extracting the true value from your key business relationships?
Daniel Svvennsen
Search by topic, author, keywords and more. Filter your results by content type by pressing the black settings button.
Member Resources
Key Account Plans: What are they and why do we have them?
You can’t just write a plan, you need first to devise a strategy based on great customer understanding (why and how) before nailing down the activity (what?) and the people to address (who?). Key account managers often complain that plans are a waste of time and don’t get used – which is ironic, when it’s…
To access this post, you must be a member. Please login or sign up.
AKAM Workshops & Conferences
Strategic Key Account plans and planning – AKAM Technical workshop, Lisbon, 2023
This AKAM Technical workshop (Lisbon, 2023) kicked off with the importance of strategic key account plans, arguably the most important thing a key account manager has to do. Which is at odds with the fact that they are commonly poor or even non-existent. So Dr Diana Woodburn explains how to construct the strategic key account…
To access this post, you must be a member. Please login or sign up.
Papers and articles
An introduction to the key elements of a KAM initiative
Companies frequently launch their Key Account Management programme without having considered all the pieces essential to its success. KAM is a strategy that goes way beyond sales management, not least because the whole company is involved in delivering its promises to key customers. In this substantial paper Dr Olivier Rivière explains how and where to get started on defining and scoping your organisation’s approach. The Sales…
To access this post, you must be a member. Please login or sign up.
Diagnostics and tools
Strategic key account plans: format
There is a fair amount of work to do to produce a strategic key account plan – you don’t want to spend time trying to decide on a format. Use this downloadable tried and tested framework to communicate necessary information and plans in a logical and coherent form that anyone who needs to know in…
To access this post, you must be a member. Please login or sign up.
Diagnostics and tools
Strategic key account plans: worksheets
Where/how do you start to write a strategic key account plan? First comes the collection and analysis of information, then interpretation and thinking, before creating strategies that will be powerful for your company and the customer’s business as well. These downloadable worksheets help you to digest and use what you know about the customer and come…
To access this post, you must be a member. Please login or sign up.
Webinar
Can we help you? Member issues
The AKAM panel offered advice on members’ questions, like how best to carry out price negotiations with their strategic account; managing a key(?) customer that is not the most important in the supplier’s business; and, indeed, what to do if the customer doesn’t see you as a strategic supplier. Lots of good, practical suggestions for…
To access this post, you must be a member. Please login or sign up.
Webinar
Strategic key account plans in practice
The quality – even the existence – of strategic key account plans is patchy even in some of the most forward-looking organisations. Why is that? After all, these are the principal instruments through which key account managers secure the resources they need from their own organisation and the commitment to future business from the customer.…
To access this post, you must be a member. Please login or sign up.
Diagnostics and tools
Transitioning to KAM (1): the different phases of KAM development
Any organisation needs to take much the same actions to develop and establish key account management as any other. A ‘rough and ready’ assessment from internal sources can show far the company has progressed along the KAM transitioning curve, by identifying which essential actions for KAM development have been taken, and to what extent. Valuable…
To access this post, you must be a member. Please login or sign up.
AKAM Workshops & Conferences
Alignment between KAM teams and Sales – 4th Annual AKAM Conference
Darren Bayley describes the role of the key account manager from the point of view of Straumann, in the global medical device sector. He demonstrates the importance of communication and coordination in the complex network of internal and external relationships, based on the key account plan. Digitalisation technology – IT collaboration platforms in particular –…
To access this post, you must be a member. Please login or sign up.
