Podcasts
Creating KAM value
The value key account managers bring to their employer may be obvious, but is the value they bring to their customer equally clear? The relationship
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Key Account Managers
Key Account Managers
A
B
- Business analysis (21)
- Business case development (28)
- Business development (11)
C
- Careers in KAM (7)
- Cashflow (3)
- Collaboration (12)
- Communications (21)
- Conflict management (16)
- Contracts (5)
- Costing & pricing (8)
- Courses and education (6)
- Creativity & idea generation (5)
- Cross-functional involvement (19)
- Customer centricity (24)
- Customer lifetime value (CLV) (7)
- Customer needs analysis (6)
- Customer profitability (9)
- Customer understanding (37)
- Customer view of value (27)
D
- Developing KAM programmes (14)
- Digitisation of KAM (17)
F
G
- Global account management (9)
- Goals & targets (10)
H
- HR & KAM (7)
I
- Implementing KAM (19)
- Innovation (9)
K
L
M
- Marketing and KAM (12)
- Metrics and measurement (40)
N
- Negotiation (8)
- Networks (21)
O
P
- Partnerships (14)
- Performance in KAM (29)
- Processes in KAM (12)
- Procurement & buying behaviour (29)
R
- Relationships (48)
- Research in KAM (4)
- Resources and resource management (9)
- Rewards (9)
- Risk management (12)
S
- Sales vs KAM (10)
- Selection and categorisation of key accounts (29)
- Senior management involvement (33)
- Stakeholders (6)
- Strategic fit (4)
- Strategic key account plans (25)
- Supplier evaluation (9)
- Supply chains & SCM (7)
- Sustainability (8)
T
- Team management & leadership (17)
- Technology (13)
- Time management (3)
- Training and development (10)
- Transitioning to KAM (13)
- Trust (15)
V
Case Studies
Internal alignment
Mini cases | Your company has well-established lines of reporting and responsibility, why not? But KAM is essentially a boundary-crossing approach, which is actually aligned
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Case Studies
Alignment (i)
Mini cases | Declaring a KAM initiative is one thing, but has your company followed through with what that means, internally as well as externally?
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Case Studies
Managing key customers
Mini cases | It’s nonsense to pretend that everything will go well and smoothly all the time, so it’s important to prepare for when things
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Case Studies
Customer gifts?
Mini cases | Opportunities to develop new business are always appealing – or are they? Key account teams should look objectively at these two cases
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Case Studies
Dealing with customer demands (ii)
Mini cases | Three more case studies by Dr Beth Rogers designed to prepare you and your team by exploring and agreeing your responses before
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Webinar Resources
Working with internal stakeholders
Key account managers don’t give nearly enough time and attention to internal stakeholders – the people who can make or break your carefully constructed, wizard
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Papers and articles
KAM: Selling? Providing services? Or both?
In this paper the well-known Professors Bjoern Ivens, Barbara Niersbach and Catharine Pardo explain the fundamental role of service in KAM. Their research developed a
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Case Studies
Dealing with customer demands (i)
Mini cases | Key accounts are likely to be those developing their business and expanding their horizons. They should be demanding new approaches from their
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