9 Habits of Highly Successful Key Account Managers

We wanted to understand the challenges they faced, the techniques they used and what they saw as the future of KAM. The results are a vivid portrait of what it takes to be successful in Key Account Management.

Added on November 15, 2013 John O' Gorman Account Development , Buyer Insights , Buyer Research , Competitive Differentiation , Customer Portfolio Analysis , Customer Relationships , KAM , KAM Relationship Matrix , Key Account Management , Preferred Supplier , Price Competition , Standard Supplier , Strategic Supplier , Supplier Relations

The Quest To Become A Strategic Supplier

How You Can Become More Strategically Important To Your Customers

You don’t just want to be seen as ‘simply another supplier’. You want to matter – to be seen as ‘strategic’. In so doing you want to stand apart from your competitors and to compete on the basis other than lowest price.

But just how important are you really to your customers? More important still how can you get your customers to see you as a strategic supplier to their business.

Added on November 15, 2013 Ray Collis Account Development , Buyer Insights , Buyer Research , Competitive Differentiation , Customer Portfolio Analysis , Customer Relationships , KAM , KAM Relationship Matrix , Key Account Management , Preferred Supplier , Price Competition , Standard Supplier , Strategic Supplier , Supplier Relations

KAM Strategy: Analyzing Your Key Account Portfolio

Strategies To Strengthen Your Key Account Relationships

Account managers need to analyze their Key Accounts to assess the strength of the relationship today and its potential for the future.

This is key to identifying how you can strengthen your position to become a preferred, or strategic supplier. In this insight we will show you how.

Added on April 18, 2013 Ray Collis Buying Process , Featured , Key Account Management , Procurement , sacred cows , Supplier performance

Sellers Look Out: It’s Open Season On Sacred Cows!

In the relentless march of procurement, it is open season on so called ‘sacred cows’. So, if your relationship with a key account depends on tradition, a personal relationship, or the old fashioned approach to buying, watch out! It is time to ensure the indisputable commercial logic is in place!

Added on February 27, 2013 Ray Collis Key Account Management , Key Account Plan , Supplier Performance Management , Supplier Relationship Management

Time For A New Perspective On Key Account Management (KAM)

Key Account Management (KAM) too often suffers from a one-sided view of the relationship. In this insight we will challenge you adopt the buyer-perspective on the relationship. That includes the tools and concepts used by buyers to managing suppliers.