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Silos are usually seen as the enemy of collaboration, but what if the real challenge is how we work WITH them, not against them? In this insightful session, Dr Hajo Rapp, Head of Strategic Account Management and Sales Excellence at TÜV SÜD, argues that silos, when understood and embraced, can actually strengthen the role of…
Key account managers have to navigate their own organisation and their key account’s. Having an awareness of how organisations manage themselves and people within them can make the process a whole lot easier. Company cultures differ, so interpreting and anticipating their impact can help to find alignment. The ways that organisations operate can seem very…
Dominique Côté underscores the importance of KSAM in responding to the disruptive, fast-changing landscape She identifies three essential elements for success:Creating a Center of Excellence (COE) Securing Executive Sponsorship Integrating Account-Based Marketing (ABM)She explains what they mean and why they matter so much. Each of them plays a vital role in enhancing KSAM practices, building…
KAM success is probably hampered more a lack of Internal alignment than anything else! Certainly, it’s not the customers who get in the way. In this webinar Denise Freier, ex CEO of SAMA in the US, and Bob Sacco shared their experience, from IBM among others, to chart best practice. It’s clear that key account…
Paul Wilson tells Diana Woodburn that key account managers working on their own are salespeople, not really key account managers at all. Why? Because a supplier should be making a broad offer to a key/strategic account, Not of products or even services, but wide-ranging support for the customer in the pursuit of their business objectives.…
Gülnur Durak of Daikin Europe (personal environment control via heat pumps and air conditioners) presents a great case study of how an organisation reoriented itself towards its key accounts. She explains how listening to key customers changed the way the company worked with them and intermediaries. Daikin key accounts now benefit from the integrated interface…
Hiab has a global manufacturing presence and serves customers across the globe. The company offers a broad range of on-road loading equipment and has achieved strong positions in its target market segments. Despite this, like in many other markets, the danger of commoditisation is very real, so in 2014 GKAM was introduced to counter the threat. The original focus was…
Mini cases | Supplier Relationship Management and KAM should be the mirror image of each other, though they are not entirely symmetrical. So there’s a lot that KAM can learn from putting itself in the customer’s shoes. Use these four case studies from Dr Beth Rogers to help your team understand, practice and agree a…
This webinar was hosted by Jeremy Campbell Executive Director, Marketing and Business Development, EMCOR Group UK and Steven Dolan UK Key Account Director, EMCOR Group UK. How do you get a Facilities Management biased business to focus on customers and customer value when the main thrust of the business is on providing services? How do you get any business…
By KAM team we don’t mean your organisation’s bunch of key account managers!. In KAM’s challenging environments it is widely accepted that to win and grow business, suppliers need strong internal teamwork – how do we know? Because key customers tell us, all the time. But many key account programmes focus on account selection, strategies, value propositions…
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