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Member Resources

Think big, act small

Armelle Dupont demonstrated the importance of objective, criteria-based account selection over the intuitive and often backward-looking selection applied by SMEs (and bigger companies too). The Loccioni story was told from the point of view of a key account manager, Mattias Bernhard, which highlighted a different selection and operating approach for only partly dedicated key account managers in a common SME…

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Finance

Which KAM relationships matter most? – 4th Annual AKAM Conference

Business is not democratic and there’s no doubt that some relationships are more important than others. Jerid Lydic of Pfizer KAM Center of Excellence in the US amply demonstrates why and what they should imply. “Relationships incur costs to develop and manage…so they should be treated as an investment and … productive.” But the key…

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AKAM Workshops & Conferences

Metrics in KAM

The role and importance of metrics was highlighted by Professor Patrick Godfrey of the University of Bath, who said “Measurement closes perception gaps and enables us to demonstrate the value we add.” This was the first of a new series of AKAM ‘Technical’ workshops or masterclasses which answer a demand from KAM professionals who want to…

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Corporate KAM

A framework for global account management

AM has been around for three decades. For 30 years, large global vendors have been keen to develop privileged relationships with global customers, based on the promise to seamlessly deliver a similar offer and experience across the globe. Professor George Yip of Imperial College London, one of the first GAM ‘explorers’, pointed out that although the definition of…

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Competencies

Leadership in Global Account Management

Starting from her discovery that existing academic descriptions of leadership in global positions didn’t match the situation and requirements of global account managers, Dr Sylvie Lacoste set out to find an appropriate alternative. She incorporated different determinants – including the customer, which didn’t apply to other forms of global leadership – to apply to describe…

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Finance in KAM

Know the numbers – 4th Annual AKAM Conference

Dennis Chapman firmly believes ‘What gets measured, gets improved’. So in this session he explains and positions the metrics that can be deployed to drive KAM forward. Given the amount of data available, though, it’s important to understand which metrics to follow and what they imply. Triangulating internal insights with external insights and industry data…

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AKAM News

Webinars from the Association for Key Account Managers

Have you seen AKAM’s selection of recorded webinars for Key Account Managers? As a member of the Association for Key Account Management, you have exclusive access to the ‘member resources’ section of the website. AKAM’s ‘member resources’ is a Key Account Managers archive of informative and educational resources. In the member portal, you will find…

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KAM of the Year

Key Account Manager of the Year 2020

The judges said Maggie Free showed exceptional focus, resilience and tenacity as a key account manager. She started with a relationship that had soured after her organisation suffered a serious setback with a strategically important customer. Key accounts have long memories and Maggie had a big job to re-build trust with the customer, a major…

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Key account managers

Steering the customer experience

Steering the customer experience It’s in your own interest Working as Key Account Managers means that you are constantly moving your scope from the bigger picture, to the smaller. You need to manage the long-term strategy as well as tactical and operational challenges in order to keep a smooth partnership with your customers. Many people…

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AKAM News

Welcome Vetropack

Vetropack AKAM (the Association for Key Account Management) is delighted to welcome Vetropack as its latest Corporate Programme Member. As a producer of sustainable packaging – more than 5 billion glass containers per year – Vetropack is particularly interested in working more closely with customers (Key Account Management, in fact), especially through supporting their sustainability initiatives. KAM…

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