AKAM Workshops & Conferences

Understanding and developing relationships with key accounts

‘People buy from people?’ But do they? How do relationships work in KAM? What exactly is the purpose of these resource-hungry relationships? What do customers and suppliers expect of them? They won’t be the same things, and you may well have ‘supplier delusion’ anyway. Understanding the different stages of KAM relationships – from Basic through…

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Papers and articles

KAM success in facilities management: EMCOR UK

What does KAM look like when it becomes the core of a company’s strategy? In this case study, EMCOR UK’s Chief Operating Officer Ian Meaden shares how one of the country’s top FM suppliers turned an intuitive understanding of customer needs into a formalised, long-term KAM programme. From training every cohort of key account managers…

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Papers and articles

Learning KAM from big pharma

What can the pharmaceutical industry teach us about complex KAM? Consultant Frans van Schelven draws on his experience helping global pharma firms implement KAM in diverse healthcare systems. With customers ranging from prescribing doctors to integrated care systems and policymakers, pharma offers a model for tailoring your KAM strategy to varied decision-makers. This article explores…

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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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Podcasts

Technology-Driven KAM Evolution

Is your Key Account Management ready for the digital era, or getting left behind? Christian Calcagni, Strategic Advisor at Rocket.Chat, explains why embracing new technology

Papers and articles

Supply-side views of QBRs

In this exploration of Quarterly Business Reviews (QBRs), Clientshare interviewed 100 stakeholders for their insights from the supply side of key account relationships. The authors identify the frequent pitfalls, such as overemphasis on operational detail and insufficient strategic dialogue, and propose separating innovation-focused discussions from routine operational reviews. Emphasising a proactive, customer-centric mindset, they argue…

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Papers and articles

The essence of KAM/GAM programme design

Olivier Rivière, Armelle Dupont, and Dominique Coté from the AKAM Board address the core components of designing and implementing a robust Key and Global Account Management (K/GAM) programme. Highlighting the dual role of K/GAM as both a strategic instrument and a specialised operating system, the authors unpack the critical questions around methodology and governance that…

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Podcasts

Building long-term client relationships

Every key account manager says relationships matter—but what really makes them last? Rimma Anelok-Berlaimont, former Account Management Head, uncovers the secrets behind turning good customer

AKAM Workshops & Conferences

Key Account Management in Ecosystems at Siemens

How should you respond when the value chain no longer works the way it used to? When digital transformation, rising customer expectations and increasing market complexity turn your customer relationships into full ecosystems? In this thought-provoking session, Marco Lippuner, Head of Sales Excellence at Siemens, explains why ecosystems are becoming an intrinsic part of KAM.…

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Webinar

Essential Key Account Management

You may have plenty of experience as a key account manager, but maybe you haven’t had the relevant training/education that underpins the role. But KAM has a substantial body of research and theory, about what it is (and is not); relationships between complex suppliers and complex customers; how KAM works and a particular focus on…

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Relationships

Understanding and developing relationships with key accounts

KAM success in facilities management: EMCOR UK

Learning KAM from big pharma

Managing government as a key account: How Skanska does it

Technology-Driven KAM Evolution

Supply-side views of QBRs

The essence of KAM/GAM programme design

Building long-term client relationships

Key Account Management in Ecosystems at Siemens

Essential Key Account Management

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