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This webinar was presented by Gintarė Bėtaitė, Partner Amrop Lithuania. It’s more important than ever for us to know what businesses want in a key account manager. Gintare’s session at our meeting in Vilnius ‘Key account managers ahead of the game – who are they?’ was very well-received and to the point, so we asked her for…
Does Value = profit = money? Or do human and social values matter too? What values are you seeking? What values is your counterpart or partner chasing? Are your values compatible, can you find some values that unite you? Has the recent crisis taught us that there is more to a successful business than the most direct…
In this first of AKAM’s webinar ‘clinics’, Vice Chairmen Richard Ilsley of SMCG and Mike Green of Capita share their experience to answer questions sent in by members. Topics included more personal queries from individual Key Account Managers and big, thought-provoking questions from KAM programme directors. They covered: What are the best measures of success…
You are a skilled Key Account Manager with solid experience behind you and yet you haven’t had any objective way to demonstrate your competency to your current or potential employers. Until now! AKAM has developed the only independent Diploma in KAM The qualification can be respected globally because of AKAM’s professional independence Everyone we have…
This workshop will tackle what has been one of the most difficult tasks within the strategic account management profession, engaging a complex and always changing Key Account. A key learning point during this workshop will include how to navigate and engage your complex customer and effectively engage your cross-functional team to address all critical relationship touchpoints. This…
Is the company itself fit for KAM? Key account managers cannot deliver KAM on their own – the organisation has an important role to play in KAM, so it must also have the competencies/capabilities needed to fulfil that role. A high-level litmus test of appropriate capabilities is a good starting point for discussion of the extent to…
Chris Gregers, Senior KAM with Circle K Norge AS, traced the evolution of the sales role in the Norwegian fuel industry from basic sales through value based sales, relationship based sales, and what is called challenger sales. From the last two approaches KAM processes began to appear focusing upon value creation, joint ventures and developing…
Customer Experience Management (CEM) is a pragmatic way to help your organization become more customer centric through understanding and acting upon the customer’s needs. Michael Widing uses his 20 years’ experience to explain the 3-step process to debrief customer insights from the frontline and bring them straight back to all the support functions and top management. It’s very…
Pfizer recognized that an enterprise-wide shift would be required to address and evolve the structure of traditional sales, in order to create a more agile and innovative customer-centric approach via KAM, so it created its KAM Center of Excellence (CoE) to provide consistency in language and processes, support the business to build expertise and capabilities in KAM,…
There is a lot of unhelpful confusion around Account Management and Key Account Management and a lack of clarity about the difference in nature and goals. AM is a plain necessity for B2B suppliers, while KAM is a strategic choice that should be a core element of the operating model and strategic capabilities of the organisation. Companies with…
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