Tags » Key Account Management

Understanding the World of Procurement and the mind of the Professional Purchaser

Rob Maguire, Partner at Maguire Izatt, offers his thoughts around the relationship between key account managers and procurement professionals and how businesses might improve performance. 8 more words

Cranfield University

Improved key account management with continuous engagement

Increasing complexity and the accelerating pace of changes in global and local markets urged companies to rapidly adapt their account management to new power and demands from their customers. 598 more words

KAM-toiminnalla asiakkaan iholle

by Taru Hakanen

Avainasiakkuuspäällikkö ymmärtää asiakkaan tarpeet ja oman yrityksen tarjooman

Avainasiakkuusjohtaminen eli KAM (key account management) -toiminta on ollut jo pitkään yleinen toimintamalli yritysmaailmassa. KAM-toiminnan avulla syvennetään asiakassuhteita ja se mahdollistaa laajojen kokonaisratkaisujen myymisen ns. 333 more words

Service Research

Stress test your client strategy

Most client plans I see are tactical, short-term and myopic. They are really sales pipeline documents with coffee catch-ups tacked on. There’s often very little about… 925 more words

Professional Service Firms

Adding Adding Value

Does your firm having adding value to clients as a core objective? I’ll bet it does.

Does your firm really measure how it adds value to clients? 648 more words

Professional Service Firms


Its been my job. I have done it all along, for good 5 years. Learnt it the hard way and still learning as I do it. 421 more words


The key to cross-selling: know what you don't know

We need to cross-sell, increase share of wallet, offer clients our full product range, make more of existing client relationships,…

Sound familiar?

One of the biggest constraints to effective cross-selling is partners/directors not knowing what other parts of the firm offer. 586 more words

Professional Service Firms