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It’s not easy to build a relationship online, and most of us aren’t going about it the right way. as Kim Arnold tells you in this incredibly useful presentation, more is just more! We send too many standardised emails. You need to take time to acknowledge your customer as a person and inject some of…
Jens Hentschel represents the Procurement side of the KAM relationship. Having worked in the role for over 15 years, he is clear about what key customers expect – and it’s different from what most suppliers think. Did you know that Procurement assesses you constantly on your level of customer-centricity? In fact, they actually evaluate you…
Michael Winslow has a huge experience in Procurement, including several mega global players. In this webinar he offers a number of models that are tremendously useful to both customers and suppliers: for example, on different levels of trust; selection of key suppliers and their potential contribution to the customer’s business; partner relationships and how they…
Did you know that 57% of the buying journey is complete before Sales even enters the picture? With ABM/DBM by your side, you can quadruple win rates, an opportunity too compelling to overlook.In this webinar, Andrea Clatworthy of Fujitsu distils the range of ABM definitions into a simple, yet powerful concept: “Getting the right message…
Have you chosen the right key accounts? Key account selection is a critical process: a simple list doesn’t do it. A good process will demonstrate that key accounts are not all the same and how they should be managed differently. Dr Diana Woodburn shows how to select your key accounts, build a matrix to categorise…
The AKAM panel offered advice on members’ questions, like how best to carry out price negotiations with their strategic account; managing a key(?) customer that is not the most important in the supplier’s business; and, indeed, what to do if the customer doesn’t see you as a strategic supplier. Lots of good, practical suggestions for…
The quality – even the existence – of strategic key account plans is patchy even in some of the most forward-looking organisations. Why is that? After all, these are the principal instruments through which key account managers secure the resources they need from their own organisation and the commitment to future business from the customer.…
Once you’ve reached an agreement with your key account, probably the last thing you want is to get bogged down in the legal ‘details’ of the contract. But that approach could rebound disastrously! Jeremy Newton amply highlights the importance of clarity and anticipation in contracts. It may seem like legal negativity at the time, but…
How to understand, survive and thrive as a KAM in today’s business ecosystems Join Professor Paul Smith in this insightful webinar as he explores the topic of External Stakeholder Networks and Key Account Management (KAM). Drawing on his extensive experience in B2B marketing and management consulting, he provides valuable insights into how external stakeholder networks…
Key customers, when asked why they select one supplier over other options, frequently refer first to the quality of the chosen suppliers team, the alignment, efficiency of working and ease of jointly building business. Yet in many key account programmes, the focus is on the rigors of account selection, strategies, value propositions and customer insight…
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