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AKAM Workshops & Conferences

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AKAM Workshops & Conferences

What makes KAM programmes fail? – 3rd Annual AKAM Conference

Failure of the KAM programme is not often considered by suppliers setting out on such an initiative. By exposing his findings on situations where KAM has not been successful, Cedric Roesler caused a great deal of alarm among delegates and challenged them to examine whether their KAM programmes fell into any of his five failure scenarios. He showed…

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AKAM Workshops & Conferences

Finance and Forecasting for key account managers

Professor Joseph Coughlan of Maynooth University used these slides in his masterclass for an AKAM Technical session designed to help key account managers better understand critical financial issues encountered in KAM, build financially-sound business cases, make good decisions, and learn to discuss money issues with customers and finance people. There’s lot to learn!

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AKAM Workshops & Conferences

How to win with Procurement

Key account managers often fail to understand the customer’s buying journey and Procurement’s role in it. Jens Hentschel of Fivis uncovered Procurement’s perfectly legitimate questions and anxieties, showing that price is far from being the most important of them. Trying to avoid Procurement is a really bad idea – much better to understand and build…

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AKAM Workshops & Conferences

Key Account Managers are from Mars, Purchasers are from Venus

Purchasers/Procurement have grown increasingly important for customers, but supplier key account managers continue to fail to understand how its strategic concerns, requirements and acquisition processes differ from traditional buying. Innovation, risk, dependency, compliance, cost savings and responsiveness are as – or even more – important than price. Dr. Bert Paesbrugghe of IESEG School of Management…

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AKAM Workshops & Conferences

The Key Customer point of view

Graham Bellman was Travis Perkins Fleet Director for 20 years. His slides were just a backdrop to his reflections on customer – supplier relationships. Most of his requirements related to efficiency, durability and longevity, user acceptability and compliance – price took a backseat compared with total lifetime cost of ownership and operation. Key account managers…

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AKAM Workshops & Conferences

KAM/Sales management stressors: When it frustrates…and when it doesn’t

KAM often results in (counterproductive) stress – but where does it really come from? Research shows that no single factor induces stress, it’s about different combinations of stressors So how do you achieve ‘non-stress’ i.e. mellowness? And should you try? It’s not just the flip-side of stress.

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AKAM Workshops & Conferences

KAM in professional service firms

This workshop was the second of the occasions when AKAM members – and non-members – met and talked together. Practitioner speakers stimulated lively discussion on value creation and the issues that prevent its realisation in some cultures. Our academic presenters uncovered counter-intuitive dynamics in KA teams that affect their performance, and also looked at what…

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AKAM Workshops & Conferences

Value creation, key account teams and KAM in professional services

This workshop was the second of the occasions when AKAM members – and non-members – met and talked together. Practitioner speakers stimulated lively discussion on value creation and the issues that prevent its realisation in some cultures. Our academic presenters uncovered counter-intuitive dynamics in KA teams that affect their performance, and also looked at what…

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AKAM Workshops & Conferences

A general manager in position, a Key Account Manager at heart

Is senior management engagement always a good thing? Not necessarily, though certainly the right kind of involvement is very powerful: senior managers can be coaches, advocates, high-level ambassadors with customers, barrier removers and boundary spanners. But they don’t always want to take on these roles, and sometimes they don’t know how – and sometimes they seem…

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AKAM Workshops & Conferences

Key account retention in a service business – 1st AKAM Annual Conference

For Marco Reijntjens from Tenacity Europe in the Netherlands value lies at the centre of retention in service businesses. As services are intangible, their value depends more on the customer’s perception than does the value of products. The perception of value erodes with time unless the supplier is very vigilant in creatively renewing it the eyes of their…

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