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Home » Financial management

Financial management

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Finance

Key account managers are responsible for the financial success of the business with key customers. But do you know how your decisions impact that profitability? Or how to make a business case for investment with future returns? You need at least to interpret the financial drivers on both sides, appreciate financial health and strategies from…

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Diagnostics and tools

Frameworks for designing and assessing performance & reward schemes

Performance and reward schemes are notoriously tricky. Instead of stimulating the action and behaviour you want, they can just as easily act as a deterrent, especially in KAM, which is more complex and involves more people than Sales. Three frameworks are presented here to use as tools to help you develop the right scheme. The first…

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AKAM Workshops & Conferences

Finance and Forecasting for key account managers

Professor Joseph Coughlan of Maynooth University used these slides in his masterclass for an AKAM Technical session designed to help key account managers better understand critical financial issues encountered in KAM, build financially-sound business cases, make good decisions, and learn to discuss money issues with customers and finance people. There’s lot to learn! 

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Papers and articles

What can Accounts tell Key Account Management?

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…

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