Daniel Svvennsen, Author at AKAM

AKAM Workshops & Conferences

HIAB global offering

Hiab has a global manufacturing presence and serves customers across the globe. The company offers a broad range of on-road loading equipment and has achieved strong positions in its target market segments. Despite this, like in many other markets, the danger of commoditisation is very real, so in 2014 GKAM was introduced to counter the threat. The original focus was…

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Papers and articles

A case in collaboration: KAM EMCOR UK

When EMCOR UK’s Facilities Management division decided its future lay in longer contracts with larger clients, it reckoned that collaboration would be the USP to capture it. Collaboration isn’t just a mindset, it’s a process as well, and collaboration and KAM have to be more than ‘skin deep’, says Steve Dolan, EMCOR UK’s Operations Director…

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AKAM Workshops & Conferences

KAMs ahead of the game – who are they?

In case anyone was in any doubt about what is required in a key account manager, Gintarė Bėtaitė’s experience as a recruiter with Amrop Executive Search enabled her to make the expectations very clear. And the answer is – hopefully no surprises to any AKAM member – that it’s not about sales history. Companies are looking for…

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AKAM Workshops & Conferences

Growing business by managing the customer experience

Delegates were really interested in what Michael Widing, Hiab’s Customer Experience and Insight Manager, shared about Hiab’s approach to measuring and managing the customer experience. He challenged allegedly customer-centric companies to demonstrate what action they had actually taken to achieve genuine customer centricity. His demonstration of the process to capture net promoter scores, understand the…

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AKAM Workshops & Conferences

Change in procurement: the role of KAM

Kevin Wilson from Kedge Business School addressed the issue of change in public procurement and reviewed the impact of the 2014 EU directive on procurement in Europe in general, and upon the UK in particular. The general conclusion was that the new regulations, adopted by the UK in 2015, are largely positive and offer enlarged…

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Papers and articles

The road to successful KAM roll-out

As anyone who has done it will know, the road to introducing KAM is not smooth or easy but implementing KAM can deliver major growth and the highest levels of customer loyalty to those that get it right. Dominykas Cibulskas offers some wise words on how to make sure that you do get it right,…

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Event

Account Based Marketing (ABM)

57% of the buying journey is complete before Sales even enters the picture! With ABM you can quadruple win rates, an opportunity too compelling to overlook.

Papers and articles

Breeding the key account manager of tomorrow

Employability of sales students and salespeople is one of sales education’s major challenges. Dr Stefan Wengler shows how different skills should be delivered by different means of instruction, depending on the sales person’s ‘development stage’ as well as the ‘Key Account Management Cycle’.

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Webinar

Selecting and categorising key customers

Have you chosen the right key accounts? Key account selection is a critical process: a simple list doesn’t do it. A good process will demonstrate that key accounts are not all the same and how they should be managed differently. Dr Diana Woodburn shows how to select your key accounts, build a matrix to categorise…

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Case Studies

Supplier relationship management (SRM)

Mini cases | Supplier Relationship Management and KAM should be the mirror image of each other, though they are not entirely symmetrical. So there’s a lot that KAM can learn from putting itself in the customer’s shoes. Use these four case studies from Dr Beth Rogers to help your team understand, practice and agree a…

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Daniel Svvennsen

HIAB global offering

A case in collaboration: KAM EMCOR UK

KAMs ahead of the game – who are they?

Growing business by managing the customer experience

Change in procurement: the role of KAM

The road to successful KAM roll-out

Account Based Marketing (ABM)

Breeding the key account manager of tomorrow

Selecting and categorising key customers

Supplier relationship management (SRM)

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