The business world now is characterized by fierce global competition, economic fluctuations, less access to key personnel, and challenging account demands.
So any KAM-operating organization needs strong and well-founded signals (metrics) that indicate when key relationship objectives are being met or exceeded.
Or when trouble may be on the horizon!
Dennis Chapman, of the US-based Chapman Group, will look into the future of how the KAM role, team and strategic supplier organizations can and should be influenced by relationship metrics.Â
He’ll tell you what we’d all like to know:
What/how does AI contribute to the strategic/ key account management planning and engagement process?
Dennis is a great exponent of the value of data, so he’ll pinpoint the right leading feedback info to gather and how to interpret it. He’ll explain what it’s telling us and how to use it to assess the now state of the relationship between a strategic supplier and its key account. Not to be missed!
Key learning points
- Feedback and performance metrics that provide valuable insights
- AI and Relationship Management, the connection to guide the way
- Example of a dashboard approach in account planning
- Launching metrics – what, how, by whom and when?
- Challenges associated with any metric-based program
- The future!
