Updates for members

At 13.15 CET/12.15 GMT, Friday 24th January, 2020

Account Based Marketing and KAM: How do they work together?

Exclusive 30-minute member webinar by Mike Green and Kate Owen of Capita

Sign in to Member Resources for more details and to register FREE

 

New item on the website in Diagnostics and Tools: Key account selection and categorisation

Many suppliers have continued to select their key customers on the basis of historical sales results, in spite of a considerable amount of research that says this is not the way to do it. Suppliers seek to invest in those customers who will give the best return on investment in the future, and deciding who they are should obviously be made as carefully and objectively as possible.

Key accounts should be allocated more resource than other customers, and some key accounts should be allocated more resource than others. They are much more meaningfully represented in a matrix rather than a simple list, not only for selection but also for on-going management and outcome forecasting. In this paper Dr Diana Woodburn describes a process to help you construct your matrix.

While the matrix is designed for suppliers to select and manage the company's portfolio of key customers, key account managers can also apply it to their own portfolio to decide where best to spend their time. And if you think your company hasn't got the right key accounts, you might suggest this!

 

 

See you in Berlin, 3rd & 4th March!

AKAM's 3rd Annual Conference and AKAM Technical workshop

Strong line-up of speakers from different sectors, all with a special insight into some part of KAM, including academics with researched knowledge to share. The AKAM Technical looks into Technology in KAM, what's useful and what's not.

Sign in to Member Resources for more details and to register FREE as a member.


 

KAM Team Engagement 

Watch again, or for the first time, NOW in Member Resources/Webinars

Webinar lead: Alistair Taylor, AKAM Board Member and Partner at Brightbridge Consulting                                                                                                   with Dr Diana Woodburn, AKAM Chairman

Alistair Taylor - AKAM Board MemberIf better teamwork matters to you,  join this webinar to explore routes to benefit you, your organisation and your customers. Key customers, when asked why they select one supplier over other options, frequently refer first to the quality of the supplier's team - their alignment, efficiency of working and resolving issues, and collaborative business building.

Teams make good things happen – but only if they are high functioning. Team performance research shows that often it’s not even clear who is in a team, what the team is seeking to achieve or who holds key responsibilities. Not surprisingly, that has a big impact on performance. Many key account programmes miss the point and over-focus on issues like account selection, strategies, value propositions and customer insight. Too often, improving internal teamwork gets only superficial consideration and often meets management resistance. We'll look at:

1. Who is in your team, and how does the team stay aligned?
2. How are your leaders actively engaged with steering a key account management focus?
3. How can your team create more value?
Great teamwork starts at the top, across all functions: organisational values, operating rhythms and technology are all vital for success.

 

To join this AKAM webinar, only for members, log into Member Resources to register. Joining details will follow

More webinar topics?  Email your ideas to [email protected]

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