Bulletin
Bulletin June 2024
Loading… Taking too long? Reload document | Open in new tab
To access this post, you must be a member. Please login or sign up.
Daniel Svvennsen
Search by topic, author, keywords and more. Filter your results by content type by pressing the black settings button.
Diagnostics and tools
Sample role profile: Key Account Manager (KAM)
Do you think your Job Description properly represents your job? Does your company understand what you do? Are you tasked with coming up with the definitive key account manager Job Description or recruitment ad? This sample key account manager role description is a great help with any of those issues. Starting with an established model…
To access this post, you must be a member. Please login or sign up.
Webinar
The power of real insight in long lasting customer relationships
Unlocking the Power of Customer Insight for on Delivering Long-Lasting Customer Relationships. Dive into the insightful conversation between Helen Wilson, Chief Experience Officer at IPSOS, and Maggie Chandler, Leader in CX Transformation. Delve into the science of the ‘Forces if Customer Experience and their impact on Key Account Management (KAM) strategies. Discover the essential elements…
To access this post, you must be a member. Please login or sign up.
Papers and articles
Joining the dots: from KAM to bidding
Bidding and bid management are an important part of KAM. Some companies try to separate them, contrary to what Jeremy Brim and AKAM believe – that business growth comes from generating sustained, focused momentum, driven by Key Account Managers. Key account managers are a superpower when bidding, bringing a great level of insight and connectivity…
To access this post, you must be a member. Please login or sign up.
Papers and articles
When KAM corrupts
This article summarises a longer paper on ‘Boundary spanner corruption: a potential dark side of multi-level trust in marketing relationships’ (also available in Member Resources here). These aren’t familiar terms to practitioners, but perhaps they should be – boundary spanner corruption is becoming an increasing threat in relationships between key account managers and their counterparts!…
To access this post, you must be a member. Please login or sign up.
Papers and articles
The QBR Delusion (abridged)
With the dramatic decline in face-to-face meetings post-pandemic, Quarterly (or regular monthly/annual) Business Reviews (QBRs) now represent the biggest opportunity for suppliers to demonstrate value and innovation, share insights and expertise, and create demand for additional services. These are the most visible and widely recognised representations of your organisation within your customers. So what do…
To access this post, you must be a member. Please login or sign up.
Member Resources
Boundary spanner corruption: a potential dark side of multi-level trust in marketing relationships
What do you know about the ‘dark side’ of KAM relationships? For many years the authors of this research investigated and advocated the importance of trust in key supplier/customer relationships. But it’s not quite as simple as that. They define corruption as the ‘voluntary collaborative behaviour between individuals representing different organisations that violates their organisations’…
To access this post, you must be a member. Please login or sign up.
Member Resources
The QBR Delusion (full report)
With the dramatic decline in face-to-face meetings post pandemic, Quarterly (or regular monthly/annual) Business Reviews (QBRs) now represent the biggest opportunity for suppliers to demonstrate value and innovation, share insights and expertise, and create demand for additional services. These are the most visible and widely recognised representations of your organisation within your customers. So what…
To access this post, you must be a member. Please login or sign up.
Webinar
Fostering Connections: An ED&I Approach
Your key customer cares about Equality, Diversity and Inclusion, so must you! Equality/Equity (do you know the difference?), Diversity and Inclusion isn’t just a ‘woke’ concept idea any more. The economic power of consumers and employees has made business care. It could be your organisation’s USP when all the other tender submissions look the same.…
To access this post, you must be a member. Please login or sign up.
