Search by topic, author, keywords and more. Filter your results by content type by pressing the black settings button.
Some people think Accounts and Key Account Management are part of the same thing – it’s unfortunate that the same word is used in these very different senses. Nevertheless, there should be a link between your Accounts Department and KAM, and here Dominykas Cibulskas of SIA ZB explains what that is. We’re all in business, the…
No companies have unlimited resources, and even if they do, they still consider carefully where to apply their time and money to get the best return. Financial arguments can be and should be applied to key accounts as much as to any other funding decision. This approach shows you how to calculate the Net Present Value (NPV)…
Maurice Daw tells how key account management spearheaded Unipart’s strategy to build on its dominant but saturated position in the automotive sector to enter the challenging world of telecoms. Unipart started as a traditional third-party logistics provider with Vodafone and ended up with a unique ten-year contract. The relationship developed from ‘hygiene factor’ to offering…
Girteka Logistics is a fast-growing trucking company based in the Baltics. How would you deal with a key customer requesting a huge refund on a project that had been completed to their full satisfaction at the time, signed off and paid for afterwards. Not surprisingly, after they made their request, discussions between customer and supplier became extremely emotional,…
This substantial presentation is a case study by Ruud de Groot of DHL, explaining how the collaborative approach taken by DHL in EMEA led to the implementation of a vested contract for reverse logistics designed to reward the achievement of specific operational goals. Through this contract DHL explored the use of Intel technology elsewhere in…
Too often, senior managers seem to think they can simply give their approval to KAM and leave it at that, which doesn’t work for many reasons. It isn’t what key accounts expect, for a start, and it leaves key account managers battling to get the commitment they need from the rest of the company to…
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…
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…
[pwa-install-button]
AKAM is a not-for-profit company registered in the UK, no. 15592485
Please confirm you want to block this member.
You will no longer be able to:
Please allow a few minutes for this process to complete.
Stay focused and current with the expert knowledge and practitioner experience you’ll find in the AKAM Bulletin. Every two months you’ll get an injection of KAM news, thought-provoking articles and tools/ideas you can utilise.
