Search by topic, author, keywords and more. Filter your results by content type by pressing the black settings button.
Key account managers are responsible for the financial success of the business with key customers. But do you know how your decisions impact that profitability? Or how to make a business case for investment with future returns? You need at least to interpret the financial drivers on both sides, appreciate financial health and strategies from…
Since the pandemic supply chain security is front of mind in every customer. But do you know how supply chains work? Can you discuss and understand the risks and opportunities in supply chain developments? Indeed, supply chain issues can derail some of the most exciting initiatives key account managers might propose. So a basic understanding…
Many key account managers have a background in sales, but training may be quite some time ago – maybe even never! It’s worth (re)visiting some higher-level fundamentals and reviewing what aspects of selling are still relevant to KAM in today’s environment. What kinds of approaches to selling exist, how do they differ, which should you…
In this podcast, John Bailey (Hiab), Armelle Dupont (Vetropack) and Diana Woodburn (AKAM) talk about how and why key accounts are chosen, and why some major accounts don’t make the cut. Key strategic accounts should be selected for their potential and willingness to partner, allied with their strategic fit with the supplier. But suppliers need…
Companies often make the mistake of applying the same compensation schemes to key account managers as they do to salespeople. Understandably, employees reckon that what they are incentivized for is what the organisation really wants from them. So if short term sales are incentivized, short term sales are the output – not KAM. In this…
New technology and AI are bringing more and more invaluable data from customers into KAM, as demonstrated by Dennis Chapman of the Chapman Group USA. But how do key account managers cope with the sheer quantity of information, never mind putting it to good use? Things are changing rapidly: smart companies have data analysts on…
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…
AKAM Board member Dominykas Cibulskas used these slides to illustrate his presentation to the Marcus Evans Conference on Strategic Account Management, held in Amsterdam in November 2023. He’s clear that key accounts expect their suppliers’ CEOs to be involved in the relationship, but in lots of companies, the CEO stays away and insists KAM is…
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…
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…
AKAM is a not-for-profit company registered in the UK, no. 15592485
Please confirm you want to block this member.
You will no longer be able to:
Please allow a few minutes for this process to complete.
Stay focused and current with the expert knowledge and practitioner experience you’ll find in the AKAM Bulletin. Every two months you’ll get an injection of KAM news, thought-provoking articles and tools/ideas you can utilise.
