Drawing a line between AM and KAM

By Diana Woodburn | May 11, 2021 |

There is a lot of unhelpful confusion around Account Management and Key Account Management and a lack of clarity about the difference in nature and goals. AM is a plain necessity for B2B suppliers, while KAM is a strategic choice that should be a core element of the operating model and strategic capabilities of the organisation. Companies with solid KAM practice tend to grow faster than their sector’s average and be more resilient to crisis. Olivier Rivière describes the differences and concludes that drawing a line between AM and KAM can only be beneficial. In both cases improving capabilities and execution will bring results but the effort to be made is not the same.

Leave a Reply

Your email address will not be published.

KEEP UP YOUR KAM CURRENCY!

KEEP UP YOUR KAM CURRENCY!

Sign up here to receive 6 issues per year of the AKAM Bulletin, completely FREE!

The Bulletin is a unique publication containing valuable and insightful articles about KAM principles and practices, plus news of AKAM’s events and activities for people in all KAM roles - corporate, expert/academic or consulting.

Signing up means you agree to receive information from AKAM about KAM education and our events and activities supporting your KAM career. Your information will not be shared with any third parties.

Thank you! You have subscribed to our bulletin.