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For many companies key accounts are or should be the ‘engine of growth’. Realising their potential is patchy, however, so Richard Ilsley and Alistair Taylor show why that is and how a KAM approach achieves such performance, validated through appropriate measurement.
Communication is critical to successful KAM, and a huge % of that is email. Nevertheless, very few key account managers have received any training in writing effective emails. Kim Arnold’s webinar changes that to give you a powerful grounding in writing emails that get you the result you want. The 6 biggest mistakes are exposed,…
Tyrone Morris (Client Managing Director, Xerox Corporation) explains the importance of partnering with clients and gaining an awareness of the whole company before entering the Procurement process. Having a best-in-class bid team only works if it wins, and the chances of winning are hugely reduced if there’s no closeness with the customer by the time the bid is out.
Every CEO should know and build relationships with key customers, according to David Pearson, Managing Director SONY UK – even those with an accountancy or operational background who don’t have customer contact experience in their history. Top-to-top relationships can help to solve difficult issues. But the CEO must not become the go-to person for the…
Vested is a sourcing business model used by organisations such as Dell, BP, Johnson & Johnson and Procter & Gamble to build long-term partnerships with strategic suppliers based on a What’s In It For We?-mindset. The vested model is based on research at the University of Tennessee on successful partnership across a number of industries.…
It’s hard to develop the business if your conversations with key customers are stuck at the sales/operations level. In this webinar, Dr Régis Lemmens explains how to develop an understanding of customer facts into real meaning that can drive a vision of what might be.  You have probably taken all the available shortcuts to results…
Have you ever emerged from a negotiation wondering how and why did it all go wrong? It’s not just selling negotiations that can be brutal – securing enough resources internally or the right decisions for the customer can be just as difficult. Even in close KAM relationships and great KAM programmes, negotiation plays a critical part. At…
People talk a lot about hybrid working, but what is it exactly and how does it relate to KAM? It refers to off-site working (not necessarily working from home) and exists in a continuum from one desk/one person with oversight from the supervisor to ‘smart maturity’ – working wherever, whenever – just deliver! Key account…
Sarah Petrelli’s Masters thesis (USI, Lugano) explores some of the less well-defined areas of KAM, which are, nevertheless, critical to key account managers’ success. This report on 20 interviews with working key account managers finds revealing differences in culture and levels of authority given to key account managers. Not surprisingly, the maturity of the KAM programme is…
This customer-focused research is full of insights into the complementary side of KAM – Supplier Relationship Management (SRM). How prevalent is SRM? What is it, how does it work? Do you know your customers’ approach to SRM? This report on SRM in 360 companies across all major sectors is packed with vital statistics e.g. over 90% of…
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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.
