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Have you ever emerged from a negotiation wondering how and why did it all go wrong? It’s not just selling negotiations that can be brutal – securing enough resources internally or the right decisions for the customer can be just as difficult. Even in close KAM relationships and great KAM programmes, negotiation plays a critical part. At…
This webinar will explore your role as a relationship manager in the supply chain. You need to be an orchestrator of your company’s functions to meet the range of customer demands that add value to their business! That may involve your supply chain operations, procurement, returns management, accounting – even third parties.  Simon Templar…
Price can often be the first casualty as companies compete in markets shrinking due to COVID19. However, now more than ever, it is essential to compete on value and not just on price. AKAM is starting a conversation on how B2B companies can retain customers and win new deals in these tough times. The focus…
Some people think Accounts and Key Account Management are part of the same thing – it’s unfortunate that the same word is used in these very different senses. Nevertheless, there should be a link between your Accounts Department and KAM, and here Dominykas Cibulskas of SIA ZB explains what that is. We’re all in business, the…
Short paper from Bulletin No 1. Targets are a commonly used device in sales management, but are they appropriate in key account management? They are normally closely linked with rewards, which is what companies expect and intend, but it is critical that reward schemes are seen as fair, and targets are the element most likely…
Mini cases | Three more case studies by Dr Beth Rogers designed to prepare you and your team by exploring and agreeing your responses before you meet such situations, which will arise sooner or later. Should you accede to the customer’s demands and maintain profitability? Or can you offer alternatives? Use these cases to liven…
In this video for the Institute of Supply Management, Kate Vitasek of the University of Tennessee shares her research on relational contracting. The opportunities to change the way contracts are approached is applicable to almost every sector, although the research has been initially focused on outsourcing and services, as outsourcing often plays a critical part…
This substantial presentation is a case study by Ruud de Groot of DHL, explaining how the collaborative approach taken by DHL in EMEA led to the implementation of a vested contract for reverse logistics designed to reward the achievement of specific operational goals. Through this contract DHL explored the use of Intel technology elsewhere in…
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