Added on November 25, 2013
Ray Collis
Account Management , Global Key Account Management , KAM , Key Account Management , Procurement Trends , Strategic Supplier
![9 Habits of Highly Successful Key Account Managers 9 Habits of Highly Successful Key Account Managers](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F11%2FKAM-habits-cover.png&q=90&w=650&h=300&zc=1)
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 The Quest To Become A Strategic Supplier](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F11%2FSlide211.png&q=90&w=650&h=300&zc=1)
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 KAM Strategy: Analyzing Your Key Account Portfolio](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F11%2F3-types-suppliers.png&q=90&w=650&h=300&zc=1)
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 22, 2013
Ray Collis
S&OP , Sales & Operations Planning , Strategic Supplier , Supplier Collaboration
![Taking Collaboration With Your Customers To A New Level Taking Collaboration With Your Customers To A New Level](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F04%2Fnew-levels-of-seller-collab.png&q=90&w=650&h=300&zc=1)
There is a new measure of buyer – seller collaboration. It is called Sales & Operations Planning (S&OP). Those sellers who can integrate effectively with their customer’s sales and operations planning can become more strategically important as suppliers.
Added on April 19, 2013
John O' Gorman
Featured , Procurement Strategy , Strategic Buying Decisions , Strategic Procurement , Strategic Supplier
![How High Can You Climb To Communicate Your Value? How High Can You Climb To Communicate Your Value?](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F04%2Fclimbing-the-value-pyramid.png&q=90&w=650&h=300&zc=1)
You want to be thought of by your organization and more specifically the purchase of your solution to be considered important by the customer. You want it to matter – you want it to be seen as ‘strategic’. But when it comes to buying decisions, what is strategy and how can you connect with it?
Added on March 19, 2013
Ray Collis
Business Impact , Buying Process , Featured , Procure To Pay Cycle , Strategic Supplier , Value Proposition
![Finding Your Hidden Sources Of Value Finding Your Hidden Sources Of Value](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F03%2Fhidden-value.png&q=90&w=650&h=300&zc=1)
There may be unrealized opportunities for your solution to deliver even greater value to the customer. This insight provides a methodology to uncover your hidden sources of value.