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AKAM Workshops & Conferences

Key Account Managers are from Mars, Purchasers are from Venus

Purchasers/Procurement have grown increasingly important for customers, but supplier key account managers continue to fail to understand how its strategic concerns, requirements and acquisition processes differ from traditional buying. Innovation, risk, dependency, compliance, cost savings and responsiveness are as – or even more – important than price. Dr. Bert Paesbrugghe of IESEG School of Management…

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AKAM Workshops & Conferences

The Key Customer point of view

Graham Bellman was Travis Perkins Fleet Director for 20 years. His slides were just a backdrop to his reflections on customer – supplier relationships. Most of his requirements related to efficiency, durability and longevity, user acceptability and compliance – price took a backseat compared with total lifetime cost of ownership and operation. Key account managers…

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Webinar

Enhancing KAM through collaboration 💻

Truly exploiting the benefits of Key Account Management has to be based on changing the dynamics of the relationships with clients to a more holistic engagement. Collaborative approaches broaden the capability of organisations to respond to (pull) or propose (push) more complex propositions to meet the demands of the market or specific challenges. All too…

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Webinar

Account Based Marketing in KAM: How does it work?

Mike Green and Kate Owen of Capita held a fascinating webinar on Friday 24th January 2020 for AKAM members, discussing: Is ABM just a cosmetic make-over of B2B marketing? Do Account-Based Marketers understand how one-to-few is different from one-to-many? How does ABM work with KAM? What do key account managers need to know about ABM? How should key account managers…

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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

Value based pricing

Price can often be the first casualty as companies compete in markets shrinking due to COVID19. However, now more than ever, it is essential to compete on value and not just on price. AKAM is starting a conversation on how B2B companies can retain customers and win new deals in these tough times. The focus…

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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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