Account management task roles & skills: does it differ between large and small businesses?

Customer view of value, Key account manager competencies and attributes, Marketing and KAM, Performance in KAM, Value quantification

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In Lugano presenters and breakout discussion groups agreed that size wasn’t necessarily a crucial factor – SMEs often have an appropriate instinctive approach to key customers, but they may miss formalising some elements that would help KAM work better if they were clearer. Big companies are under more pressure to standardise initiatives because there are so many…

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Account management task roles & skills: does it differ between large and small businesses?

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Want to access this and 303+ other resources?

Access an ever-growing wealth of on-demand KAM materials in our Member Resources Library. Explore nearly 250 items including research papers, practical case studies, diagnostics and tools, podcasts, and videos.

As an AKAM member you'll improve your KAM practices through education and networking. Receive exclusive invites to in-person and online events, have the opportunity to build and certify your skills and access a wealth of knowledge.

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