Other

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B

Business analysis (21)
Business case development (28)

C

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L

M

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

N

Negotiation (8)
Networks (21)

O

Organisational culture (16)
Organisation and structure (17)

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R

S

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

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Other

How to avoid procurement and why it might be a bad idea to do so

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

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

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

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

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

Enablers and inhibitors of KAM in emerging markets

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,

Papers and articles

Rewarding Key Account Management performance

Rewards are mostly intended to act as incentives to encourage good performance, in this case, in KAM. But that begs the question of what is

Papers and articles

Recent KAM papers

Professor Björn Ivens has extracted the reference details of articles about KAM from 2010 to 2015 in two popular journals, IMM and JIBM, and summarised

Member Resources

ABM- is it KAM, CRM or something completely different?

A short paper from Bulletin No 2 by Dr. Beth Rogers. ABM has been defined as ‘treating individual accounts as markets in their own right’,

Other

Other

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C

D

G

H

I

K

L

M

N

O

P

R

S

T

V

How to avoid procurement and why it might be a bad idea to do so

Working with internal stakeholders

KAM: Selling? Providing services? Or both?

Rewarding KAM performance

How to win with Procurement

Enablers and inhibitors of KAM in emerging markets

Rewarding Key Account Management performance

Recent KAM papers

ABM- is it KAM, CRM or something completely different?

KEEP UP YOUR KAM CURRENCY!

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