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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Organisational KAM
Organisational KAM
A
B
- Business analysis (22)
- Business case development (28)
- Business development (10)
C
- Careers in KAM (7)
- Cashflow (3)
- Collaboration (12)
- Communications (21)
- Conflict management (16)
- Contracts (6)
- Costing & pricing (8)
- Courses and education (6)
- 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)
- Reputation management (3)
- Research in KAM (4)
- 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)
- Time management (3)
- 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
Don’t talk to Procurement!
But not talking to Procurement is a big mistake. They have been given a job their company wants them to do: protecting their company, its
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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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Webinar Resources
How to avoid contract disputes
Once you’ve reached an agreement with your key account, probably the last thing you want is to get bogged down in the legal ‘details’ of
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Case Studies
Supplier relationship management (SRM)
Mini cases | Supplier Relationship Management and KAM should be the mirror image of each other, though they are not entirely symmetrical. So there’s a
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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
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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