Papers and articles

Learning KAM from big pharma

What can the pharmaceutical industry teach us about complex KAM? Consultant Frans van Schelven draws on his experience helping global pharma firms implement KAM in diverse healthcare systems. With customers ranging from prescribing doctors to integrated care systems and policymakers, pharma offers a model for tailoring your KAM strategy to varied decision-makers. This article explores…

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Papers and articles

Embracing the silos for KAM

Dr Hajo Rapp, Head of Strategic Account Management and Sales Excellence at TÜV SÜD AG, presents an unconventional view of organisational silos, traditionally seen as detrimental to effective KAM. While acknowledging their drawbacks, Dr Rapp identifies hidden strengths of silo structures, including specialisation, accountability, and operational agility. Instead of dismantling silos, he advocates for strategically…

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AKAM Workshops & Conferences

Key Account Management in Ecosystems at Siemens

How should you respond when the value chain no longer works the way it used to? When digital transformation, rising customer expectations and increasing market complexity turn your customer relationships into full ecosystems? In this thought-provoking session, Marco Lippuner, Head of Sales Excellence at Siemens, explains why ecosystems are becoming an intrinsic part of KAM.…

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Bulletin

Bulletin Q1 2025

Papers and articles

Alliance Management and KAM: mirror images

Supplier alliance management and key account management have converged over the last 20 years and are now closely connected. Mike Nevin’s case studies demonstrate the very substantial value that can come from working with the ecosystem – beyond traditional, two-party buyer-seller pairings. His 52 best practices in strategic alliances is a great checklist that applies…

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Papers and articles

The QBR Delusion (abridged)

With the dramatic decline in face-to-face meetings post-pandemic, Quarterly (or regular monthly/annual) Business Reviews (QBRs) now represent the biggest opportunity for suppliers to demonstrate value and innovation, share insights and expertise, and create demand for additional services. These are the most visible and widely recognised representations of your organisation within your customers. So what do…

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Member Resources

The QBR Delusion (full report)

With the dramatic decline in face-to-face meetings post pandemic, Quarterly (or regular monthly/annual) Business Reviews (QBRs) now represent the biggest opportunity for suppliers to demonstrate value and innovation, share insights and expertise, and create demand for additional services. These are the most visible and widely recognised representations of your organisation within your customers. So what…

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Papers and articles

A case in collaboration: KAM EMCOR UK

When EMCOR UK’s Facilities Management division decided its future lay in longer contracts with larger clients, it reckoned that collaboration would be the USP to capture it. Collaboration isn’t just a mindset, it’s a process as well, and collaboration and KAM have to be more than ‘skin deep’, says Steve Dolan, EMCOR UK’s Operations Director…

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AKAM Workshops & Conferences

Alignment between KAM teams and Sales – 4th Annual AKAM Conference

Darren Bayley describes the role of the key account manager from the point of view of Straumann, in the global medical device sector. He demonstrates the importance of communication and coordination in the complex network of internal and external relationships, based on the key account plan. Digitalisation technology – IT collaboration platforms in particular –…

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Webinar

Sharing customer knowledge – a total organisational approach

This webinar was hosted by Jeremy Campbell Executive Director, Marketing and Business Development, EMCOR Group UK and Steven Dolan UK Key Account Director, EMCOR Group UK. How do you get a Facilities Management biased business to focus on customers and customer value when the main thrust of the business is on providing services? How do you get any business…

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Collaboration

Learning KAM from big pharma

Embracing the silos for KAM

Key Account Management in Ecosystems at Siemens

Bulletin Q1 2025

Alliance Management and KAM: mirror images

The QBR Delusion (abridged)

The QBR Delusion (full report)

A case in collaboration: KAM EMCOR UK

Alignment between KAM teams and Sales – 4th Annual AKAM Conference

Sharing customer knowledge – a total organisational approach

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