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
Suppliers are often keen to avoid Procurement and work directly with the ‘real customer’. Maybe you find dealing with Procurement bruising and unpleasant? Do you
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
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
Article | Survey findings. Rewarding key account managers is far from simple: rewards are generally linked to performance, and there are different views of what
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
Research thesis | Darren Bayley’s MA dissertation is a case study of the implementation of KAM across the Middle East, Africa, Central and Eastern Europe,