Podcasts
Implementing KAM through relationships
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
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Key account strategies
Key account strategies
A
B
- Business analysis (22)
- Business case development (28)
- Business development (10)
C
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- Collaboration (12)
- Communications (21)
- Conflict management (16)
- Contracts (6)
- Costing & pricing (8)
- Creativity & idea generation (5)
- Cross-functional involvement (19)
- Customer centricity (24)
- Customer lifetime value (CLV) (6)
- Customer needs analysis (6)
- Customer profitability (9)
- Customer understanding (39)
- Customer view of value (26)
D
- Developing KAM programmes (15)
- Digitisation of KAM (17)
F
G
- Global account management (11)
- Goals & targets (11)
H
- HR & KAM (7)
I
- Implementing KAM (20)
- Innovation (9)
K
L
M
- Marketing and KAM (12)
- Metrics and measurement (40)
N
- Negotiation (9)
- Networks (24)
O
P
- Partnerships (14)
- Performance in KAM (29)
- Processes in KAM (13)
- Procurement & buying behaviour (32)
R
- Relationships (51)
- Resources and resource management (9)
- Rewards (9)
- Risk management (13)
S
- Sales vs KAM (11)
- Selection and categorisation of key accounts (28)
- Senior management involvement (32)
- Stakeholders (8)
- Strategic fit (4)
- Strategic key account plans (24)
- Supplier evaluation (10)
- Supply chains & SCM (8)
- Sustainability (8)
T
- Team management & leadership (17)
- Technology (13)
- Training and development (10)
- Transitioning to KAM (13)
- Trust (17)
V
- Value creation & co-creation (39)
- Value propositions (10)
- Value quantification (19)
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
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Papers and articles
A buyer’s view of KAM
How well you understand your customer’s buyer, sitting across the desk. Do you appreciate the importance of their role internally and what they need from
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Podcasts
Why KAM fails Pt. 2
Richard Ilsley and Olivier Rivière agree that focusing solely on revenue is a pitfall, and discuss the power of setting clear alternative goals that involve
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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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Papers and articles
Account-based growth
Article | The 80/20 rule is dead it’s more like 3/97now! So that 3% of customers deserve, demand and expect genuine customer centricity – not
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Papers and articles
How to win with Procurement
Article | Trying to avoid Procurement is a really bad idea – much better to understand and build trust with the function. Key account managers
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AKAM Workshops & Conferences
The Key Customer point of view
Graham Bellman was Travis Perkins Fleet Director for 20 years. His slides were just a backdrop to his reflections on customer – supplier relationships. Most
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AKAM Workshops & Conferences
Key Account Managers are from Mars, Purchasers are from Venus
Purchasers/Procurement have grown increasingly important for customers, but supplier key account managers continue to fail to understand how its strategic concerns, requirements and acquisition processes
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