KAM is a cultural change, not just a straightforward business strategy, which adds to the difficulty of implementation. People need to be moved from mindsets where they have control and comfort to situations that they cannot yet visualise. Successful cultural change starts with an exploration of the gap between the current situation and the desired…
Any organisation needs to take much the same actions to develop and establish key account management as any other. A ‘rough and ready’ assessment from internal sources can show far the company has progressed along the KAM transitioning curve, by identifying which essential actions for KAM development have been taken, and to what extent. Valuable…
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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