Key account strategies

A

Account Based Marketing (ABM) (9)
Alignment and agility (16)

B

C

L

M

Marketing and KAM (12)
Metrics and measurement (40)

N

Negotiation (8)
Networks (21)

O

Organisational culture (16)
Organisation and structure (17)

P

R

S

Sales vs KAM (9)
Selection and categorisation of key accounts (29)
Senior management involvement (31)
Stakeholders (6)
Strategic fit (4)
Strategic key account plans (25)
Supplier evaluation (9)
Supply chains & SCM (7)
Sustainability (8)

T

V

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

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

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

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

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

AKAM Workshops & Conferences

How to win with Procurement

Key account managers often fail to understand the customer’s buying journey and Procurement’s role in it. Jens Hentschel of Fivis uncovered Procurement’s perfectly legitimate questions

Papers and articles

The road to successful KAM roll-out

As anyone who has done it will know, the road to introducing KAM is not smooth or easy but implementing KAM can deliver major growth

Papers and articles

What is KAM and how does it work?

Many companies are still unclear about what KAM is and what it takes to implement it successfully. Richard Ilsley starts with the basics and identifies

Papers and articles

Strategic customer/supplier partnerships

Too many suppliers have overused and abused the ‘partnership’ word, ultimately only offering a high-level sales relationship – not what customers expected and wanted. So many

Key account strategies