Tags » Key Account Management

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

Marketing people, do you speak sales? – 5 key sales terms translated

While working in business development and marketing roles, I’ve tried to explain my job, and what I do on a daily basis, to my non-marketing friends, or to my mother, or worse to my grandmother.  382 more words

Business Development

20 workshop facilitation tips and secrets

I have been facilitating planning workshops, firm retreats and focus groups for over 25 years. I love it! It’s a real buzz to nail a complex issue and create a safe and productive space for everyone to do their best thinking and speaking. 1,472 more words

Professional Service Firms