Daniel Svvennsen
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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…
Developing value from strategic relationships.
This thought-provoking session will delve into the dynamics of procurement and sales relationships, offering valuable insights to drive your company’s success. Webinar highlights: Maximizing value from key business relationships. Are you leaving untapped potential on the table? Learn how to extract the true value from your crucial partnerships, turning them into strategic assets rather than obstacles.…
Account Based Marketing (ABM)
Did you know that 57% of the buying journey is complete before Sales even enters the picture? With ABM/DBM by your side, you can quadruple win rates, an opportunity too compelling to overlook. In this webinar, Andrea distils the range of ABM definitions into a simple, yet powerful concept: “Getting the right message to the…
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…
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…
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…
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…
HIAB global offering
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…
