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Organisational culture

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Webinar

Rethinking Key Account Management

Why should your organisation rethink KAM? Expert Mark Davies explains why many traditional KAM practices fall short in today’s volatile, uncertain, complex, and ambiguous (VUCA) market environment. He advocates a shift towards Value-Based KAM built on four critical building blocks — Offer Development & Innovation, Key Account Leadership, KAM talent, and Value-Based Strategy. Focus there…

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AKAM Workshops & Conferences

Embracing the silos

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…

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Webinar

Organisational behaviour

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…

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Webinar

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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Webinar

Leadership

Leadership training is commonly offered to first-line internal managers, but rarely to key account managers. That is ironic, given that the KAM job demands leadership as an obligation, not an option. In fact, it may be one of the toughest leadership-without-authority jobs in the organisation, so appreciating and applying some of the theory and principles now…

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Papers and articles

Building towers on sand

AKAM would be the first to say that KAM is not a cure-all, and Olivier Rivière picks out two organisational capabilities that must underpin any KAM initiative: Complex Sales and Account Management. Companies often don’t recognise that deficiencies in these areas are contributing to their underperforming KAM programme. Complex Sales focuses on generating and closing…

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Webinar

Fostering Connections: An ED&I Approach

Your key customer cares about Equality, Diversity and Inclusion, so must you! Equality/Equity (do you know the difference?), Diversity and Inclusion isn’t just a ‘woke’ concept idea any more. The economic power of consumers and employees has made business care. It could be your organisation’s USP when all the other tender submissions look the same.…

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Papers and articles

Changing the culture for KAM

Is KAM a strategy or a culture change? It’s both! But while it may get conscious attention as a corporate strategy, the culture change required is often overlooked. Often really contradictory cultural norms continue to prevail unchecked: e.g. like a constant focus on short-term results, or concerns about being ‘it can do the cleaners’ by…

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Papers and articles

Comment accompagner ses KAM sur des projets internationaux?

Les responsables de comptes stratégiques, encore plus que les autres commerciaux, ont souvent une dimension internationale dans leur mission. Face à la complexité des grands projets internationaux et des relations interculturelles, les responsables commerciaux peuvent aider leurs équipes. Comment prendre en compte la complexité d’un projet, construire sa légitimité, identifier les interlocuteurs cibles? Nicolas Swetchine/Aude…

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Papers and articles

KAM in the pharmaceutical industry

KAM is misunderstood and misapplied in big Pharma. An interview with Paul Wilson of Viatris

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