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Webinar

Strategic partnership conversations: from supplier-customer to partnership

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…

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Webinar

What makes a high performing key account manager?

High-performing Key Account Managers How do you get to be Key Account Manager of the Year? Becoming Key Account Manager the Year can be a great boost to your confidence and your career. This webinar gives clear guidelines on the kind of performance that would make you a winner and how to convey that to…

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Webinar

Integrating Functions Through KAM

This webinar will explore your role as a relationship manager in the supply chain. You need to be an orchestrator of your company’s functions to meet the range of customer demands that add value to their business! That may involve your supply chain operations, procurement, returns management, accounting – even third parties. Simon Templar…

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Webinar

Operational KAM is easy, alignment is not!

In this webinar, Cedric Roesler shares what he found about the current issues with KAM implementation. Through identifying the problems he’ll show a path through the ‘undergrowth’ that leads to success. KAM partnership operational roll-out is not a major difficulty any more, however… Internal alignment needs to be regularly assessed and monitored External alignment between partners…

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Webinar

Aligning your objectives with Procurement

You will create more joint value and build longer-term relationships if you can align your objectives with Procurement’s. Going head-to-head is NOT inevitable, nor is it a winning strategy! Who are Procurement clients and what is our relationship with them? What are Procurement clients’ undisclosed objectives? Pushing beyond the perception that all Procurement want…

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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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