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KAM Programmes

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AKAM Workshops & Conferences

The power of KAM as a change agent – 2nd Annual AKAM Conference

Karim Bennaziz Houmane, Global Head of Commercial Cards Sales, BNPParibas highlighted critical issues that have developed in KAM – deterioration of the relationship mode back to a transactional mode, circular conversations or the ‘continuous crisis’ mode and reduction of the KAM to problem solver. He introduced the idea of ‘double loop learning’ as a route to more…

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AKAM Workshops & Conferences

Key Customer Relationships

Andrea Dori’s industry has also changed out of all recognition in the last few years. At one time, Illycaffè simply sold excellent coffee, but now, in addition to having extended its product and brand range, the company sees itself as participating in the hospitality industry. Whereas once it sold on the basis of quality, consistency…

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AKAM Workshops & Conferences

Value solutions and key account management

Emerging from this meeting was a strong focus on how value is created. Dr. Antonella La Rocca, Associate Professor at Rennes School of Business in France, gave an overview of research in the area and then identified, from her own work, two almost diametrically opposed profiles of key account managers, typified as X and Y. X is more…

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AKAM Workshops & Conferences

KAM Matrix: Pills for creating value in KAM

Carlos Ferrer Sotillo, BT Global Sales Director, delivered a presentation full of 28 inspirational ‘pills’. Drawing on a wide range of rousing and thoughtful messages, he challenged participants to take a handful of specific pills and use them to find ways of adding customer value. The audience was indeed inspired, and produced outputs ranging from…

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AKAM Workshops & Conferences

Value creation and value propositions – 3rd Annual AKAM Conference

Everyone talks about Value in KAM but, according to Diana Woodburn, it is a misunderstood, misused and abused term. Value should appear explicitly in strategic key account plans, where the value to supplier and customer should be perfectly clear and differentiated – which, in practice, it rarely is. Suppliers have multiple sources of value available to them through…

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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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Webinar

Why KAM fails – and how to rescue it

Some companies are disappointed with the outcomes of their KAM programmes. And yet what should be a major strategic initiative has been downgraded to ‘just another management technique’ – a ‘nice-to-have’ rather than a ‘must-be’. Why is it that? This webinar will identify and address common issues: KAM objectives are sometimes unclear, unrealistic, or non-existent……

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Webinar

Engaging Top Management in KAM

KAM is a corporate strategy, so obviously involvement of Top Management is essential. But does your organisation really have it? Astonishingly, many key account managers don’t think so. Why not? Does your Top Management think they’re accountable for KAM? What should their involvement look like? What can you do about it? This webinar will address these…

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Account Plans

Developing KAM structures: removing roadblocks and bottlenecks

Whatever KAM structure you decided to build in your organization, expect to face some bottlenecks and blockages. Don’t worry, you’re not the first! In this webinar, Dominykas Cibulskas will share real-life examples of what can happen when companies are building KAM organizations. His hints and advice might help you avoid similar problems in your KAM…

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Webinar

The big issue of KAM performance and rewards

In this webinar, Diana Woodburn shares insight into different ways that organisations recognise KAM performance and its consequences. If you’re a KAM programme leader or HR professional, you need to consider whether your performance and reward scheme sends mixed messages and encourages unfortunate behaviour. If you’re a key account manager, you’ll want to coach your…

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