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Managing key account managers

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AKAM Workshops & Conferences

Value creation, key account teams and KAM in professional services

This workshop was the second of the occasions when AKAM members – and non-members – met and talked together. Practitioner speakers stimulated lively discussion on value creation and the issues that prevent its realisation in some cultures. Our academic presenters uncovered counter-intuitive dynamics in KA teams that affect their performance, and also looked at what…

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Webinar

The big issue of KAM performance and rewards

In this webinar, Diana Woodburn shares insight into different ways that organisations recognise KAM performance and its consequences. If you’re a KAM programme leader or HR professional, you need to consider whether your performance and reward scheme sends mixed messages and encourages unfortunate behaviour. If you’re a key account manager, you’ll want to coach your…

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Papers and articles

Rewarding Key Account Management

Rewards tend to change behaviour and activity, as indeed is the intention. It is not clear, however, that rewards necessarily achieve the desired objective: in some cases, companies may be rewarding what would have happened anyway, or even generating negative and potentially damaging behaviour. Does ‘management by results’ work? Should key account managers be rewarded…

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Papers and articles

Rewarding Key Account Management performance

Rewards are mostly intended to act as incentives to encourage good performance, in this case, in KAM. But that begs the question of what is meant by ‘good KAM performance’ and how it is measured and assessed. This piece discusses the results of AKAM’s survey on how companies are evaluating KAM performance and what kind…

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Member Resources

The role of strategic orchestrator: the key account manager and senior management

This topic attracted a strong response! Over 40 key account managers, programme directors, academics and consultants hotly debated the issues that arise from the involvement of senior management in KAM. Is it essential? Basically yes: and Dr Lesley Murphy demonstrated research on why. Too often, senior managers seem to think they can simply give their approval…

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Member Resources

Co-creation of value is the key to successful KAM – 4th Annual AKAM Conference

Siemens has long been considered a leading exponent of KAM/GAM. In this session, Bjarne Lykke Sørensen, CEO Siemens Denmark, describes the challenges and opportunities in dynamic, fast developing business environments and how they will be addressed by supplier/ customer/ partner ecosystems. Key account managers need to grow into their crucial roles in these networks. Bjarne…

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Member Resources

**Empowering lives through knowledge and imagination

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AKAM Workshops & Conferences

Metrics in KAM

The role and importance of metrics was highlighted by Professor Patrick Godfrey of the University of Bath, who said “Measurement closes perception gaps and enables us to demonstrate the value we add.” This was the first of a new series of AKAM ‘Technical’ workshops or masterclasses which answer a demand from KAM professionals who want to…

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