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Procurement & buying behaviour

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Papers and articles

Managing government as a key account: How Skanska does it

Can government be treated like a key account? Anthony Arkle, Head of Public Affairs at Skanska UK, believes it can—and should. This article explains how Skanska built structured account plans to engage strategically with the UK Department for Transport and other public bodies. Drawing on his experience from both sides of the public-private divide, Anthony…

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Webinar

Buying and Procurement

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…

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AKAM Workshops & Conferences

KAM – Procurement personal relationships and the danger of boundary spanner corruption

Corruption is a hard word for some not unusual situations in KAM. But Professor Stephan Henneberg applies it to violations of the employer’s norms and interests, which many will have observed in KAM relationships. You will probably recognise many of the situations in Stephan’s hair-raising collection of quotes. Defining the limits in commercial relationships is…

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Webinar

How to build winning relationships with Procurement.

Jens Hentschel represents the Procurement side of the KAM relationship. Having worked in the role for over 15 years, he is clear about what key customers expect – and it’s different from what most suppliers think. Did you know that Procurement assesses you constantly on your level of customer-centricity? In fact, they actually evaluate you…

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Webinar

Developing value from strategic relationships.

Michael Winslow has a huge experience in Procurement, including several mega global players. In this webinar he offers a number of models that are tremendously useful to both customers and suppliers: for example, on different levels of trust; selection of key suppliers and their potential contribution to the customer’s business; partner relationships and how they…

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Papers and articles

What do strategic customers want?

Former Travis Perkins Fleet Director (‘everything and anything with wheels!’) Graham Bellman, shares his views on supplier management, good KAM and strategic partnerships. Relationships are important but it’s what comes out of them that really matters: trust, performance, support when needed and practical innovations. Contrary to what a lot of key account managers think, price…

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Papers and articles

Don’t talk to Procurement!

But not talking to Procurement is a big mistake. They have been given a job their company wants them to do: protecting their company, its resources, stakeholders, and customers. So they cannot just suppliers as much as they would like to. In this article Jens Hentschel tells you exactly why each of nine common ‘sales…

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Papers and articles

A buyer’s view of KAM

How well you understand your customer’s buyer, sitting across the desk. Do you appreciate the importance of their role internally and what they need from you be able to fulfil that role? Becky Barnes has some clear messages for key account managers, like ‘Trust is more important than personality’ and ‘Honour your customer’s time: it’s…

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AKAM Workshops & Conferences

Achieving account-based growth

Apply Pareto’s 80/20 rule repeatedly and you’ll find the top 3.5% of accounts deliver 50% of revenue So are those customers receiving exceptional attention in your company? Bev Burgess and Tim Shercliff share key messages from their book ‘Account-based growth: Unlocking sustainable value through extraordinary customer focus’ . Plus and insights for suppliers from Ninian…

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AKAM Workshops & Conferences

Change in procurement: the role of KAM

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…

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