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AKAM Workshops & Conferences

How to stay successful in long-term customer relationships: A case study from the automotive sector

Andrea Busnelli, Client Director Automotive Industry IBM, highlighted the importance of customer relationships, particularly when industries are changing fast, which so many are these days. He was even prepared to admit that IBM hadn’t always got it right, so had some valuable suggestions about how to avoid falling into that trap, such as proactively transforming…

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AKAM Workshops & Conferences

Account-based marketing – 3rd Annual AKAM Conference

Andrea Clatworthy, Head of Account Based Marketing, Fujitsu, has won numerous awards for ABM and its relative DBM (Deal-Based Marketing). She gave an invigorating presentation on the hot topic of the moment, simplifying the range of different definitions down to “Getting the right message to the right person at the right time”. The data provided gave invaluable insight…

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AKAM Workshops & Conferences

Bipolar KAM – 3rd Annual AKAM Conference

Almut Ringlben, Account Director and Florian Heidecke, Chief Client Officer of Namics AG were deliberately controversial in challenging delegates to consider the bipolar nature of KAM in many companies. They identified nine areas where two KAM approaches could be diametrically opposed to each other, and yet exist in the same organisation at the same time. It begs the question of…

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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

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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Webinar

KAM in the Coronacrisis

Government advice and laws change on a daily basis, and nobody seems clear about what is advisory and what is compulsory. But now large parts of life have settled into a new shape, and business into new ways of conducting itself. The changes may be permanent or temporary, but anyway no-one has any idea of…

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Webinar

7 Covid-driven supplier risks your customer didn’t plan for – Why KAMs need to know

The COVID-19 outbreak is causing the biggest disruption in decades to economies and businesses across the world. State of Flux 12 years of global annual research into supplier management best practices shows that most organisations are significantly exposed when it comes to supplier risk management, specifically pandemic risks. And while procurement and supply chain organisations…

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Webinar

Leading in a virtual workspace

Trust has long been recognised as an important ingredient of effective leadership – its centrality to a range of leadership theories being well documented over the past 50 plus years. However, the nature of leadership has changed dramatically in recent decades, in line with trends in business and organisational structures. Key account managers often need to…

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Webinar

Virtual Meetings: how to promote effective business relationships with key customers

This webinar was presented by Cristina Mariani, Alinea Training and consulting. Over the last few months, everyone has been thrown into meeting customers via Zoom etc. Most of us would rather be seeing customers face-to-face but, even when we return to the ‘new normal’, face-to-face visits are likely to be severely curtailed. Both supplier and customer companies…

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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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