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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Organisational KAM
Organisational KAM
B
- Business analysis (21)
- Business case development (28)
- Business development (11)
C
- Careers in KAM (7)
- Cashflow (3)
- Collaboration (12)
- Communications (21)
- Conflict management (15)
- Contracts (5)
- Costing & pricing (8)
- Courses and education (6)
- Creativity & idea generation (5)
- Cross-functional involvement (12)
- Customer centricity (22)
- Customer lifetime value (CLV) (7)
- Customer needs analysis (6)
- Customer profitability (9)
- Customer understanding (36)
- Customer view of value (25)
D
- Developing KAM programmes (14)
- Digitisation of KAM (16)
F
G
- Global account management (8)
- Goals & targets (10)
H
- HR & KAM (6)
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 (28)
- Processes in KAM (12)
- Procurement & buying behaviour (26)
R
- Related functions (5)
- Relationships (46)
- Reputation management (3)
- Research in KAM (4)
- Resources and resource management (9)
- Rewards (9)
- Risk management (12)
- Role of key account teams (21)
S
T
- Team-building (6)
- Team management & leadership (16)
- Technology (13)
- Time management (3)
- Training and development (10)
- Transitioning to KAM (13)
- Trust (15)
V
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?
Article | In this paper the well known professors, Ivens, Niersbach and 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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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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Papers and articles
The road to implementing a successful KAM roll-out
Article | Creating and introducing a KAM programme can be one of the most challenging yet rewarding strategic projects an organisation can implement. Follow a
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Papers and articles
Rewarding KAM performance
Article | Survey findings. Rewarding key account managers is far from simple: rewards are generally linked to performance, and there are different views of what
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