special event

AKAM 's First F2F

Post Pandemic Meeting

At The Technological University Dublin

Days
Hours
Minutes
Seconds

Featured Event

Focus on Customers

Wednesday, 9th November
TU Dublin 9.30 – 16.30

09.00 

Coffee

09.30 

Welcome

09.40 

How to win with Procurement

10.20 

Breakout groups on Procurement

10.50 

Sharing group outputs

11.15 

Break

11.35 

AKAM 

11.55 

Customer PoV

12.45 

Lunch

13.45 

Breakout groups on Customer PoV

14.15 

Sharing group outputs

14.35 

Purchasers from Mars, KAMs from Venus

15.15 

Break

15.35

Breakout groups on purchasers and KAMs

16.00 

Sharing group outputs

16.20 

Close

Key customers are complex and, in all probability, so is your own organisation. It makes it easy to misconstrue what customers really want, and what will succeed with them. A lot of time and resources wasted on offers and activities make no difference, why the real levers are overlooked – through ignoring them or just ignorance?

So this meeting focuses on customers with three presenters, experts in their fields: one is a real customer on the receiving end of KAM; another will concentrate on Procurement – really important but not the only ‘customer’; and the third an expert on collecting the genuine ‘voice of the customer’.

AKAM meetings are truly interactive so there is lots of opportunity for you to discuss critical ideas with the participants and experts (see timetable). This way you can learn much more while building your personal KAM network.

Jens Hentschel

Founder, FIVIS


How to win with Procurement

Stephen Martin

Service Support Director, Huws Gray Ltd Building Supplies 

What does a customer want and expect from KAM and key account managers?

Dr. Bert Paesbrugghe

Professor of Sales Management, IESEG School of Management

Purchasers are from Mars, Key Account Managers are from Venus.

  • The professional buyer is no longer interested in savings but is tasked to secure the best supplier capabilities for their business to reach their company goals.
  • Why your conversation with your buyer is still often only about price.
  • What procurement expects from their suppliers and their KAMs.
  • The steps to take to build a winning business relationship with your customer and their procurement teams.
  • Suppliers make too many assumptions about what customers want
  • ‘Listening’ isn’t enough – we need timely responses
  • What’s different about the best suppliers versus the average?
  • The painful gap between customer-centricity and reality
  • How to prepare your organization and your buyer’s for personnel change
  • How to detect and cope with a key account customer about to churn
  • Key elements of an excellent Voice of Customer program

AKAM Technical

Wednesday, 8th November
TU Dublin 14:00 – 17.00

Finance and Forecasting for Key account managers

This interactive hands-on session will focus on forecasting and budgeting for sales in a key account context. Participants will work on Excel based scenarios which will provide knowledge on how to build costs and budgets for key account forecasts and how to present these as business cases for authorization. This promises to be a useful session for key account managers who wish to build on their existing financial knowledge base.

Do you handle financial issues confidently? Seemingly minor decisions can have major financial impacts in key accounts. This is your chance to gain access to a rare opportunity – the right kind of financial training for a key account manager. 

Topics for this session include:

• Costing and budgeting for key accounts. 
• Forecasting in strategic account plans
• Presenting business cases for authorizatio

Professor Joseph Coughlan Maynooth University

Professor Coughlan has educated thousands of individuals in business finance and his graduates have key positions in Irish and international industry. He works with the TU Dublin and Enterprise Ireland International Selling Programme that educates salespeople for success in international markets and delivers a Finance module for salespeople.

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