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Creating value through partnership

Tyrone Morris (Client Managing Director, Xerox Corporation) explains the importance of partnering with clients and gaining an awareness of the whole company before entering the Procurement process. Having a best-in-class bid team only works if it wins, and the chances of winning are hugely reduced if there’s no closeness with the customer by the time the bid is out.

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Video Views

Should CEOs be involved with key accounts?

Every CEO should know and build relationships with key customers, according to David Pearson, Managing Director SONY UK – even those with an accountancy or operational background who don’t have customer contact experience in their history. Top-to-top relationships can help to solve difficult issues. But the CEO must not become the go-to person for the…

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Webinar

Vested relational contracts

Vested is a sourcing business model used by organisations such as Dell, BP, Johnson & Johnson and Procter & Gamble to build long-term partnerships with strategic suppliers based on a What’s In It For We?-mindset. The vested model is based on research at the University of Tennessee on successful partnership across a number of industries.…

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Webinar

Strategic partnership conversations: from supplier-customer to partnership

It’s hard to develop the business if your conversations with key customers are stuck at the sales/operations level. In this webinar, Dr Régis Lemmens explains how to develop an understanding of customer facts into real meaning that can drive a vision of what might be. You have probably taken all the available shortcuts to results…

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AKAM Workshops & Conferences

AKAM technical workshop – Negotiation

Have you ever emerged from a negotiation wondering how and why did it all go wrong? It’s not just selling negotiations that can be brutal – securing enough resources internally or the right decisions for the customer can be just as difficult. Even in close KAM relationships and great KAM programmes, negotiation plays a critical part. At…

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Papers and articles

Hybrid Working

People talk a lot about hybrid working, but what is it exactly and how does it relate to KAM? It refers to off-site working (not necessarily working from home) and exists in a continuum from one desk/one person with oversight from the supervisor to ‘smart maturity’ – working wherever, whenever – just deliver! Key account…

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Papers and articles

A contingency approach to Key Account Management

Sarah Petrelli’s Masters thesis (USI, Lugano) explores some of the less well-defined areas of KAM, which are, nevertheless, critical to key account managers’ success. This report on 20 interviews with working key account managers finds revealing differences in culture and levels of authority given to key account managers. Not surprisingly, the maturity of the KAM programme is…

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Papers and articles

Harnessing and growing supplier innovation

This customer-focused research is full of insights into the complementary side of KAM – Supplier Relationship Management (SRM). How prevalent is SRM? What is it, how does it work? Do you know your customers’ approach to SRM? This report on SRM in 360 companies across all major sectors is packed with vital statistics e.g. over 90% of…

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Papers and articles

KAM in the coronacrisis

Key Account Managers play pivotal roles in securing smooth business operation in a crisis period. You control a major part of your company’s business and much depends on you to help your company and your customer cope with the difficulties. Communication with your accounts is crucial: one customer said ‘You can always tell a good key account manager from a…

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Webinar

What makes a high performing key account manager?

High-performing Key Account Managers How do you get to be Key Account Manager of the Year? Becoming Key Account Manager the Year can be a great boost to your confidence and your career. This webinar gives clear guidelines on the kind of performance that would make you a winner and how to convey that to…

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