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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Other
Other
A
- Account Based Marketing (ABM) (10)
- Alignment and agility (17)
- Associations (5)
B
- Business analysis (22)
- Business case development (28)
C
- 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 understanding (39)
- Customer view of value (26)
D
- Developing KAM programmes (15)
- Digitisation of KAM (17)
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 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
A buyer’s view of KAM
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
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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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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
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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?
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
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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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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
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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,
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