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Have you ever wished you could get your senior managers to do something with your key accounts? Paul Wilson, ex Pfizer Centre of Excellence and now a leading consultant in senior management in KAM, gives tools and strategies that will change the way you work with your Senior Management team. This is such an important…
As a key account manager do you think about your customers purely in terms of your contacts with them? That’s no longer enough, particularly in this digitally connected age. Digitization has connected businesses to customers and suppliers and beyond. The network of stakeholders involved in any purchase has expanded into complex business ecosystems which key…
Rebecca Barnes was a Purchasing Manager at Phoenix Healthcare Distribution, one of the largest pharmaceutical and medical supplies distributors in Europe. This conversation offers key insights into the world of Procurement: • The best key supplier relationships – what makes them so strong? • The supplier relationships that are less successful and why • How…
Mini cases | Declaring a KAM initiative is one thing, but has your company followed through with what that means, internally as well as externally? What happens if the key account manager doesn’t have the authority the job requires? You’ll probably recognise these two case studies by Dr Beth Rogers, but what should you do?…
Discover how having a strong advocate at the executive level can propel your initiatives forward and open doors to new opportunities. Thiery Josselin’s session, recorded as part of AKAM’s 5th annual conference, unveils the significance of executive sponsorship and explores resource-securing techniques, cross-functional support, and building strong key account relationships. Don’t miss out on this…
In this episode of Talking KAM, Board Members and global KAM consultants Richard Ilsley and Olivier Rivière discuss failure in KAM. Which may initially sound negative but actually addresses fundamental points for success. Sometimes more is learned from what has gone wrong than reiterating the ‘right’ intentions and actions, which may gloss over some of the real issues. May 1, 2023In this…
How to understand, survive and thrive in today’s business ecosystems
Multi-presenter meeting + AKAM Technical on Strategic Key Account Planning
Join Richard Ilsley and Dominykas Cibulskas as they discuss what key and strategic account management really means. Account management comes in many forms these days. We hear terms like key account management, strategic account management, national account management, and more. To add to this growing list of labels, the emergence of disciplines such as customer…
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