Understanding anf 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 Interdependence to Integrated partnerships (maybe too far?) – helps your organisation to benefit from them.  Dr Diana Woodburn offers valuable suggestions for which relationships to develop further and how to go about it. This self-explanatory slide deck gives you practical guidance and tools to identify, manage and grow relationships with key accounts.