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What does KAM look like when it becomes the core of a company’s strategy? In this case study, EMCOR UK’s Chief Operating Officer Ian Meaden shares how one of the country’s top FM suppliers turned an intuitive understanding of customer needs into a formalised, long-term KAM programme. From training every cohort of key account managers…
What can the pharmaceutical industry teach us about complex KAM? Consultant Frans van Schelven draws on his experience helping global pharma firms implement KAM in diverse healthcare systems. With customers ranging from prescribing doctors to integrated care systems and policymakers, pharma offers a model for tailoring your KAM strategy to varied decision-makers. This article explores…
Can government be treated like a key account? Anthony Arkle, Head of Public Affairs at Skanska UK, believes it can—and should. This article explains how Skanska built structured account plans to engage strategically with the UK Department for Transport and other public bodies. Drawing on his experience from both sides of the public-private divide, Anthony…
It’s hard to keep your eyes on the customer when you’re going through a Merger or Acquisition, when you’re not even sure if your job is safe. But it’s not much better if you emerge from the situation to discover but your customer has felt overlooked and unimportant and consequently defected to the competition. In…
Professor Stefan Wengler shares his latest insights on the “The future of Strategic Global Account Management”: His research shows that, increasingly, a systematic SGAM approach needs to be extended to other players along the supply chain. It’s already happening in some sectors but others seem reluctant to admit that they may not sell anything direct…
How to understand, survive and thrive as a KAM in today’s business ecosystems Join Professor Paul Smith in this insightful webinar as he explores the topic of External Stakeholder Networks and Key Account Management (KAM). Drawing on his extensive experience in B2B marketing and management consulting, he provides valuable insights into how external stakeholder networks…
This webinar was hosted by Jeremy Campbell Executive Director, Marketing and Business Development, EMCOR Group UK and Steven Dolan UK Key Account Director, EMCOR Group UK. How do you get a Facilities Management biased business to focus on customers and customer value when the main thrust of the business is on providing services? How do you get any business…
Some companies are disappointed with the outcomes of their KAM programmes. And yet what should be a major strategic initiative has been downgraded to ‘just another management technique’ – a ‘nice-to-have’ rather than a ‘must-be’. Why is it that? This webinar will identify and address common issues: KAM objectives are sometimes unclear, unrealistic, or non-existent……
-What type of company do we want to be? -Is there a business case for sustainability? -Are we really focusing on the Key Accounts for the future, or are our Key Accounts yesterday’s news? Recent times have made obvious the issue of sustainability as an enormously important aspect for companies and management. This has also…
Sustainability is the buzzword everywhere but it seems to mean very different things to different people in different places. Often it is not even a single issue (see the list in this article), so the combination of aspects that makes up each corporate’s definition of sustainability is really variable – and volatile, as external events…
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