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KAM definition

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AKAM Workshops & Conferences

KAM in professional service firms

This workshop was the second of the occasions when AKAM members – and non-members – met and talked together. Practitioner speakers stimulated lively discussion on value creation and the issues that prevent its realisation in some cultures. Our academic presenters uncovered counter-intuitive dynamics in KA teams that affect their performance, and also looked at what…

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Papers and articles

What gets organisations started on KAM

Understanding what drove your organisation towards KAM can be crucial in ensuring that it stays focused and makes progress during the quite significant amount of time it takes to make a KAM programme successful. In this short paper, Dr Diana Woodburn shares research into the factors that goad organisations into KAM, positive and negative, and…

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Papers and articles

Strategic customer/supplier partnerships

Too many suppliers have overused and abused the ‘partnership’ word, ultimately only offering a high-level sales relationship – not what customers expected and wanted. So many customers have become cynical about partnerships, and suppliers should only propose the approach if they genuinely mean it and know how to deliver it. This article by Richard Ilsley discusses what…

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Papers and articles

Managerial implications of KAM research

Review of what academics say about KAM from Professors Björn Ivens and Catherine Pardo. They give clear indications of best practice in a number of critical management approaches, some still commonly overlooked. Are your management practices aligned with researched knowledge of KAM?

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Member Resources

The role of strategic orchestrator: the key account manager and senior management

This topic attracted a strong response! Over 40 key account managers, programme directors, academics and consultants hotly debated the issues that arise from the involvement of senior management in KAM. Is it essential? Basically yes: and Dr Lesley Murphy demonstrated research on why. Too often, senior managers seem to think they can simply give their approval…

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