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AKAM Workshops & Conferences

The Catch 22 of KAM – influencing without authority

Dr Brit van Ooijen explores key account managers’ leadership position and suggests that leadership is more important in any modern management position, regardless of given authority. Boundaries abound and authority is always limited by them, whereas KAM needs to span boundaries: skilled leadership is the way to do it. Trust plays an important part and…

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Papers and articles

Trust: build, maintain repair

Trust isn’t a simple or absolute concept, it’s never perfect and incontrovertible. Alistair Taylor explores and explains trust in a KAM setting, including the range of contexts from the individual to the team, and to the organisation. A customer may trust a person but not their company – or vice versa! Alistair builds a structure…

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AKAM Workshops & Conferences

GAM attractions and challenges

Contrary common belief, GAM is not only for large corporations: it is also very relevant for medium-size businesses, as demonstrated brilliantly by the two other speakers of the day. John Bailey, Head of Global Accounts at Hiab, and Alistair Taylor talking about his experience at IMI both explained how the implementation of GAM became a game changer and transformation factor for their…

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Papers and articles

Strategic Procurement

This is a Powerpoint presentation from Antony Faughnan of EC Harris, telling key account managers a lot of what they need to know about how professional buyers approach supplier relationships. All too often, key account managers understand little about the customer’s strategy and therefore disregard it – dangerously – as being irrelevant in their dealings…

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Webinar

Aligning your objectives with Procurement

You will create more joint value and build longer-term relationships if you can align your objectives with Procurement’s. Going head-to-head is NOT inevitable, nor is it a winning strategy! Who are Procurement clients and what is our relationship with them? What are Procurement clients’ undisclosed objectives? Pushing beyond the perception that all Procurement want…

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AKAM Workshops & Conferences

AKAM Technical: Technology in KAM

There is plenty to be excited about in technologies applicable to KAM. But which ones are valuable and which might have you spending time feeding their voracious appetites for information when perhaps you should be using it on your customer? And which are helping you to new insights and which are over-the-top sledgehammers? Dr Olivier…

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Member Resources

Developing Executive Sponsorship

Alistair Taylor suspects a minority of companies operate executive sponsorship for KAM. Yet Rafi Habibian is clear that it’s essential to show the key account that the organisation is serious about their importance as well as demonstrating the role of KAM internally. But how does it work, what do good executive sponsors do – and…

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AKAM Workshops & Conferences

Impact of digital transformation and pandemic on KAM – 4th Annual AKAM Conference

Dr Deva Rangarathan, Professor at IESEG Business School explores the pandemic-driven but probably permanent changes in KAM and customer relationships. Developments in digitisation have transferred more influence on the buying decision to marketing, particularly the early stages. Key account managers should recognise that, welcome the change, adapt to it and work proactively with marketing to…

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AKAM Workshops & Conferences

Dublin airport toolkit – 1st AKAM Annual Conference

At Dublin Airport KAM is driven not by single Key Account Managers but by a team of Key Account Managers, each of them being an expert of his/her field and coordinating a complex set of interactions with their counterparts on the airline side. Edel Redmond, Head of B2B Marketing, emphasised the importance of clarity in roles and…

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AKAM Workshops & Conferences

Key account management and customer value in the era of sustainability – 1st AKAM Annual Conference

Many industrial firms have moved from products to offering bundled products and services, redefining the notion of customer value, which is no longer about fulfilling predefined needs but exploring issues with the customer and defining the best answer. Professor Jakob Rehme (Linköping University, Sweden) explained how this approach requires a major change in terms of Account…

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