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.
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.
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.
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.