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Webinar

Building effective relationships with government stakeholders

In this webinar, Anthony Arkle, head of public affairs at Skanska UK, outlines how to build effective relationships with government stakeholders. This webinar covers: Why a close relationship with government departments is important (for Skanska) How the relationship with UK Department for Transport supports Strategic Accounts The wider benefits of good account management with government…

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Webinar

Needs, communication and the negotiation process.

Vagner Pin’s (Pfizer, Brazil) years of experience come powering through in this highly practical discussion of how to conduct negotiations. Negotiation, of course, isn’t just about doing deals with customers, everyone is involved in negotiating something or other most days, often internally. Vagner shows that anticipation and preparation is everything! Including details of the physical…

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Webinar

How to build better remote relationships with clients.

It’s not easy to build a relationship online, and most of us aren’t going about it the right way. as Kim Arnold tells you in this incredibly useful presentation, more is just more! We send too many standardised emails. You need to take time to acknowledge your customer as a person and inject some of…

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Webinar

How to build winning relationships with Procurement.

Jens Hentschel represents the Procurement side of the KAM relationship. Having worked in the role for over 15 years, he is clear about what key customers expect – and it’s different from what most suppliers think. Did you know that Procurement assesses you constantly on your level of customer-centricity? In fact, they actually evaluate you…

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Webinar

Developing value from strategic relationships.

Michael Winslow has a huge experience in Procurement, including several mega global players. In this webinar he offers a number of models that are tremendously useful to both customers and suppliers: for example, on different levels of trust; selection of key suppliers and their potential contribution to the customer’s business; partner relationships and how they…

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Podcasts

KAM of the Year Podcast

Mike Green leads this discussion about KAM’s Key Account Manager of the Year award for 2023. In conversation with Mike are Thierry Josselin (Winner 2021) and Bob Delwig (Highly commended 2022). The discussion covers the process for applying for the award and the benefits of doing so for the individual concerned. Apply Today! Entries are…

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Webinar

Account Based Marketing (ABM)

Did you know that 57% of the buying journey is complete before Sales even enters the picture? With ABM/DBM by your side, you can quadruple win rates, an opportunity too compelling to overlook. In this webinar, Andrea Clatworthy of Fujitsu distils the range of ABM definitions into a simple, yet powerful concept: “Getting the right…

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Podcasts

Relationships with key accounts: Implementation

You’ll need a well-developed relationship to implement your plan, but what does ‘relationship’ mean in a KAM context? Key account mangers often fail to understand it and are deluded about the quality of their customer relationships. Richard Ilsley and Olivier Rivière talk about what a real KAM relationship looks like, what it can achieve, and…

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Papers and articles

What do strategic customers want?

Former Travis Perkins Fleet Director (‘everything and anything with wheels!’) Graham Bellman, shares his views on supplier management, good KAM and strategic partnerships. Relationships are important but it’s what comes out of them that really matters: trust, performance, support when needed and practical innovations. Contrary to what a lot of key account managers think, price…

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Papers and articles

Don’t talk to Procurement!

But not talking to Procurement is a big mistake. They have been given a job their company wants them to do: protecting their company, its resources, stakeholders, and customers. So they cannot just suppliers as much as they would like to. In this article Jens Hentschel tells you exactly why each of nine common ‘sales…

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