September members only webinar – Leading in a virtual workspace

By Diana Woodburn | July 24, 2020 | AKAM News

Trust has long been recognised as an important ingredient of effective leadership – its centrality to a range of leadership theories being well documented over the past 50 plus years.  However, the nature of leadership has changed dramatically in recent decades, in line with trends in business and organisational structures. Key account managers often need to work […] Read More

Negotiating with key accounts: The Power Grid

By Diana Woodburn | July 14, 2020 | Tools

The Power Grid is a simple and effective way of maintaining focus on ensuring the right strategy and overall approach is used when developing or negotiating with key accounts. Recommended by Alistair Taylor. As an AKAM member, you can find KAM papers and articles; Tools and diagnostics; Expert videos and more. READ MORE… Read More

Strategic key account plans in practice

By Diana Woodburn | July 13, 2020 | Webinar

Watch the recorded webinar and view the presentation slides of AKAMs Strategic Key Account planning webinar. This webinar was hosted by Geoff Quinn of Pfizer Global and Diana Woodburn AKAM Chairman. The quality – even the existence – of strategic key account plans is patchy even in some of the most forward-looking organisations. Why is […] Read More

Comprehensive view of KAM research

By Diana Woodburn | June 30, 2020 | KAM research Paper

Firstly, this illuminating analysis by Internationally renowned Professors Kumar, Sharma and Salo defines the scope of KAM: selection of key or strategic accounts, team structures, coordination with other functions, and a deeper level of relationship within the organization and with the KAM customer’s firm. It also demonstrates how KAM is distinct from traditional sales research, […] Read More
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