Search by topic, author, keywords and more. Filter your results by content type by pressing the black settings button.
Richard Ilsley and Olivier Rivière agree that focusing solely on revenue is a pitfall, and discuss the power of setting clear alternative goals that involve every corner of the company. They explore the essential need for clarity in organizational goals, effective measures, and a shift from short-term pressures to long-term success. Uncover the strategies to…
Managers have tried numerous structural and cultural adaptation methods to achieve integrated, cross-functional approaches but with limited success. But internal conflicts arising from attempts to integrate across functional and national barriers risk leading to customer dissatisfaction on a critical scale. KAM has succeeded in overcoming internal conflict where other approaches have failed.
Changing the reward system is one of the adaptations to KAM that organisations are most reluctant to change, but poorly focused reward schemes – usually sales volume based incentives – are not merely an unfortunate detail that will need to be sorted out at some stage: they can be a major driver in the wrong direction…
In this episode of Talking KAM, Board Members and global KAM consultants Richard Ilsley and Olivier Rivière discuss failure in KAM. Which may initially sound negative but actually addresses fundamental points for success. Sometimes more is learned from what has gone wrong than reiterating the ‘right’ intentions and actions, which may gloss over some of the real issues. May 1, 2023In this…
Failure of the KAM programme is not often considered by suppliers setting out on such an initiative. By exposing his findings on situations where KAM has not been successful, Cedric Roesler caused a great deal of alarm among delegates and challenged them to examine whether their KAM programmes fell into any of his five failure scenarios. He showed…
Some companies are disappointed with the outcomes of their KAM programmes. And yet what should be a major strategic initiative has been downgraded to ‘just another management technique’ – a ‘nice-to-have’ rather than a ‘must-be’. Why is it that? This webinar will identify and address common issues:   KAM objectives are sometimes unclear, unrealistic, or non-existent……
Close and strong business relationships potentially have many positive effects. However, researchers Nima Hierati and Yumen Zhang of Queen Mary University London identified the possibility of forces of destruction building below the surface. This short report on their pilot study revealed alarming developments such as risky reductions in partners’ monitoring and safeguarding activities, and the dangers…
Risk awareness has always been in the long list of skills required of key account managers, but it is rarely high enough on the list, and awareness is not enough anyway. Being in business is about managing risk as well as making profits. Most risk is considered as financial, and while the ultimate impact may…
Short paper from Bulletin No 1. Targets are a commonly used device in sales management, but are they appropriate in key account management? They are normally closely linked with rewards, which is what companies expect and intend, but it is critical that reward schemes are seen as fair, and targets are the element most likely…
The launch of the key account management programme occurred after the company received an RFP from one of their most important customers, which signaled their dissatisfaction and caused shock within the company. The decision by the Board to launch a KAM programme was in direct response to this customer’s defection. Use Wilson and Woodburn’s model…
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.
