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AKAM Workshops & Conferences

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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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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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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…

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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 –…

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AKAM Workshops & Conferences

The future of Strategic Global Account Management

Professor Stefan Wengler shares his latest insights on the “The future of Strategic Global Account Management”: His research shows that, increasingly, a systematic SGAM approach needs to be extended to other players along the supply chain. It’s already happening in some sectors but others seem reluctant to admit that they may not sell anything direct…

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AKAM Workshops & Conferences

Developing Key Account Managers as Leaders

For Lufthansa Systems, key account manager leadership is an obligation, not an option. For over a year the business has been working hard on this issue. Alistair Thursfield, Head of Key Account Management, explained why and how the whole organisation had been driving three core attributes critical to the kind of leadership it wants to…

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AKAM Workshops & Conferences

New key account managers: what tangled webs they weave!

ISM’s senior lecturer Kristina Maikštėnienė’s fascinating presentation on networks made everyone realise a) how important they are in KAM; b) that they hadn’t given nearly enough attention to them; and c) they certainly would now! We saw how different networks could be drawn according to different criteria, so defining the network basis is the place to start.…

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AKAM Workshops & Conferences

Key account teams: the road to success – 1st AKAM Annual Conference

Rainer Schroeder, Global Account Manager ABB Semiconductors (based in Germany), insisted that a ‘lone wolf’ approach to the KAM job is bound to fail in a complex environment. The Global Account Manager, as director of the orchestra, must be able to form a virtual team to work with him/her and be very specific on the contribution and…

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