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Papers and articles

An introduction to the key elements of a KAM initiative

Companies frequently launch their Key Account Management programme without having considered all the pieces essential to its success. KAM is a strategy that goes way beyond sales management, not least because the whole company is involved in delivering its promises to key customers. In this substantial paper Dr Olivier Rivière explains how and where to get started on defining and scoping your organisation’s approach. The Sales…

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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.…

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Papers and articles

Highly successful Key Account Managers

How are they recognised, what do they do? Identifying highly successful key account managers requires measurement of success resulting from their work rather than the luck of the market, i.e. not revenue, which is often a false indicator. Richard Ilsley explores the traits of highly successful account managers, such as willingness not only to embrace change, actively looking…

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AKAM Workshops & Conferences

Can you still increase business with your key accounts? – 4th Annual AKAM Conference

When you already have a substantial share of the customer’s ‘wallet’, it’s easy to believe you’ve got everything possible. But Christian Maryska’s research casts serious doubt on that view. His deep dive into several key accounts identified very significant, untapped areas of business. Granted, every key customer has ‘locked’ areas, but he found growth potential…

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Webinar

Key account journey mapping

This workshop will tackle what has been one of the most difficult tasks within the strategic account management profession, engaging a complex and always changing Key Account. A key learning point during this workshop will include how to navigate and engage your complex customer and effectively engage your cross-functional team to address all critical relationship touchpoints. This…

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Papers and articles

Measuring the success of Key Account Management

How do you know if you are doing the right things? KAM can deliver exceptional levels of growth for organisations, but to achieve it requires focus, investment and ongoing support. To maintain this backing, KAM needs to demonstrate strong progress in areas that link to the organisation’s goals and to paint a rich picture of opportunities. In…

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Video Views

Creating value through partnership

Tyrone Morris (Client Managing Director, Xerox Corporation) explains the importance of partnering with clients and gaining an awareness of the whole company before entering the Procurement process. Having a best-in-class bid team only works if it wins, and the chances of winning are hugely reduced if there’s no closeness with the customer by the time the bid is out.

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AKAM Workshops & Conferences

Driving hyper growth – 1st AKAM Annual Conference

Conor O’Maley, Regional VP SMB at SalesForce in Ireland, presented the framework of processes, tools and behaviours used to manage their sales team. Their Account Management is based on combining a high focus on sales and a good customer experience to generate the customer’s loyalty. He focused on sales management and sales efficiency which, although they are…

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AKAM Workshops & Conferences

The view from Purchasing | 2023 Annual Conference

Rebecca Barnes was a Purchasing Manager at Phoenix Healthcare Distribution, one of the largest pharmaceutical and medical supplies distributors in Europe. This conversation offers key insights into the world of Procurement: • The best key supplier relationships – what makes them so strong? • The supplier relationships that are less successful and why • How…

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AKAM Workshops & Conferences

Dublin airport toolkit – 1st AKAM Annual Conference

At Dublin Airport KAM is driven not by single Key Account Managers but by a team of Key Account Managers, each of them being an expert of his/her field and coordinating a complex set of interactions with their counterparts on the airline side. Edel Redmond, Head of B2B Marketing, emphasised the importance of clarity in roles and…

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