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Key customers employ professional Procurement people, so key account managers must appreciate and respond to the underlying principles they apply and how they work. Procurement is frequently frustrated by suppliers’ lack of understanding of their environment, role and processes. They are unimpressed by simple offers of high quality and value without translation into profit for…
Bidding and bid management are an important part of KAM. Some companies try to separate them, contrary to what Jeremy Brim and AKAM believe – that business growth comes from generating sustained, focused momentum, driven by Key Account Managers. Key account managers are a superpower when bidding, bringing a great level of insight and connectivity…
Account managers should know how to engage effectively with Legal – but equally, lawyers should understand your business and speak your language. In this webinar highly-experienced commercial lawyer Jeremy Newton of Codified Legal maps out how to make sure you have that kind of legal adviser and then work effectively with them, including managing the…
Vagner Pin’s (Pfizer, Brazil) years of experience come powering through in this highly practical discussion of how to conduct negotiations. Negotiation, of course, isn’t just about doing deals with customers, everyone is involved in negotiating something or other most days, often internally. Vagner shows that anticipation and preparation is everything! Including details of the physical…
Kevin Wilson from Kedge Business School addressed the issue of change in public procurement and reviewed the impact of the 2014 EU directive on procurement in Europe in general, and upon the UK in particular. The general conclusion was that the new regulations, adopted by the UK in 2015, are largely positive and offer enlarged…
Once you’ve reached an agreement with your key account, probably the last thing you want is to get bogged down in the legal ‘details’ of the contract. But that approach could rebound disastrously! Jeremy Newton amply highlights the importance of clarity and anticipation in contracts. It may seem like legal negativity at the time, but…
In this article Edmund Bradford shows how the knowledge and skills that developed as a key account manager can be applied in a new direction:Â to help you get your next job. You need to reframe the elements involved, e.g. the account as the job market, the buying team as the recruitment team, you as the…
Have you ever emerged from a negotiation wondering how and why did it all go wrong? It’s not just selling negotiations that can be brutal – securing enough resources internally or the right decisions for the customer can be just as difficult. Even in close KAM relationships and great KAM programmes, negotiation plays a critical part. At…
Finastra’s customers are mostly banks and other financial institutions, but the lessons apply to any organisation in a concentrated market.  In this podcast Michael Sperger, Chief Operating Officer Americas Enterprise at Finastra, talks about the pivotal role of long-term enterprise relationships. Driven by an analytical understanding of how your own organisation and the customer create…
Feeling relieved to have won some business from tough conversations with their key accounts, suppliers often fail to identify the value they have missed out on as a result of poor negotiations. Many supplier organisations would benefit from a strategic, top down look at their negotiations with their high value, long term and often complex key customers. …
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