Home » Member Resources » Webinar » Page 3

Webinar

Search by topic, author, keywords and more. Filter your results by content type by pressing the black settings button.

This category can only be viewed by members.

Case Studies

A Practitioners Glance at Organisational Effectiveness in KAM

Gülnur Durak of Daikin Europe (personal environment control via heat pumps and air conditioners) presents a great case study of how an organisation reoriented itself towards its key accounts. She explains how listening to key customers changed the way the company worked with them and intermediaries. Daikin key accounts now benefit from the integrated interface…

To access this post, you must be a member. Please login or sign up.

Webinar

Building effective relationships with government stakeholders

In this webinar, Anthony Arkle, head of public affairs at Skanska UK, outlines how to build effective relationships with government stakeholders. This webinar covers:Why a close relationship with government departments is important (for Skanska) How the relationship with UK Department for Transport supports Strategic Accounts The wider benefits of good account management with government stakeholders…

To access this post, you must be a member. Please login or sign up.

Webinar

Needs, communication and the negotiation process.

Vagner Pin’s (Pfizer, Brazil) years of experience come powering through in this highly practical discussion of how to conduct negotiations. Negotiation, of course, isn’t just about doing deals with customers, everyone is involved in negotiating something or other most days, often internally. Vagner shows that anticipation and preparation is everything! Including details of the physical…

To access this post, you must be a member. Please login or sign up.

Webinar

How to build better remote relationships with clients.

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…

To access this post, you must be a member. Please login or sign up.

Webinar

How to build winning relationships with Procurement.

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…

To access this post, you must be a member. Please login or sign up.

Webinar

Developing value from strategic relationships.

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…

To access this post, you must be a member. Please login or sign up.

Webinar

Account Based Marketing (ABM)

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…

To access this post, you must be a member. Please login or sign up.

Webinar

Selecting and categorising key customers

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…

To access this post, you must be a member. Please login or sign up.

Webinar

Can we help you? Member issues

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…

To access this post, you must be a member. Please login or sign up.

Webinar

Strategic key account plans in practice

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.…

To access this post, you must be a member. Please login or sign up.