2021, Communication and Key Account Management

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum

Red Star Kim

JUNE 15, 2023

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Key Account Management (KAM) – Research companies Larger firms may have access to research and knowledge specialists. Others may find that the M&BD team is responsible for research.

Key Account Management

Key Account Management Account Management Management Client Relationships

Selling challenges in professional services: Sales processes and skills

Red Star Kim

NOVEMBER 1, 2023

Digital environment – Where people buy people, the challenge of forging strong personal relationships becomes more acute when most communications are managed through digital channels. Time and capacity – Many fee-earners are stretched and compelled to manage large amounts of client work under heavy time pressures.

Key Account Management

Key Account Management Account Management Value Proposition Client Relationships

Case studies: Marketing and Business Development at law and accounting firms

Red Star Kim

NOVEMBER 17, 2023

Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies. At law firms: Addleshaw Goddard, Collas Crill, LawNet, Ontier, Schillings and accountancy firms: Menzies, Mercer and Hole. Case studies: Marketing and Business Development at law and accounting firms.

Marketing

Marketing Key Account Management Innovation Account Management

System review: CogniClick for instant, personalised research reports using AI

Red Star Kim

OCTOBER 25, 2023

It has the potential to transform client communications, fast-track the generation of research and thought leadership and fuel content management campaigns. Providing automated personalised reports to encourage engagement and quality content to use in communications campaigns.

Banking

Banking Artificial Intelligence Cybersecurity Key Account Management

#020 The evolution of a key account manager, with Chris Ortolano

KAMCast

JULY 8, 2021

EVENT FOR KAM PROs - KAMCON 2021 We mention this event in this episode, so here are all the details for you. We’re really excited to share that we will be recording some really special content for the show, live at KAMCon London on September 9 th 2021.

Key Account Management

Key Account Management Account Management Management Facilitation

Update on marketing and business development (M&BD) team structures

Red Star Kim

SEPTEMBER 26, 2023

Process integration – Some firms separate out marketing, communications and sales functions – usually the larger firms where more specialisation is required. In this case, account managers liaise with the fee-earners. An allied development is those in Account Based Marketing (ABM) roles.

Marketing

Marketing Key Account Management Account Management Artificial Intelligence

Cultivate a cross-selling culture

Red Star Kim

MARCH 16, 2023

While we discussed various tools and methods to promote cross-selling and referral management, a key theme emerged around changing culture. This included improving internal communication and collaboration as well as motivation to devote time to internal and external referrals: cultivate a cross-selling culture.

Key Account Management

Key Account Management Onboarding Communication e-Learning

How Aramex’s Young SAM Program Provides Strategic Value and Impact

Strategic Account Management Association

AUGUST 6, 2021

Aramex was the recipient of the 2021 SAMA Excellence Award for “Outstanding Young SAM Program.”. In a multi-phased approach, the local account management activities for the defined SV&I accounts have been transferred to the globally acting and responsible SV&I client business partners.”. Communication is critical.

Supply Chain

Supply Chain Logistics Co-Creation e-Learning

Referrer Management Strategies – Rationale and Challenges

Red Star Kim

JANUARY 5, 2023

While there are many proven and successful digital marketing strategies and communications strategies when it comes to reaching clients directly – the strategies for forging and developing relationships with third party referrers and intermediaries can be more challenging. Do you have a Key Account Management (KAM) programme at your firm?

Management

Management Media Key Account Management Communication

The Wild West, Cher and Covid – Reflections from a Referrer Management workshop (June 2022)

Red Star Kim

JUNE 16, 2022

This prompted a host of discussions on engagement, internal communication, stakeholder buy-in, organisational culture and changing behaviour. This linked into various conversations on promoting internal referrals (cross-selling) through a variety of internal communications, internal marketing, training and monitoring methods.

Management

Management Key Account Management Digitalization Communication

Referrer Management – Capacity and Capability

Red Star Kim

OCTOBER 16, 2023

There was advice for pragmatic solutions: from starting small (focus on a few key relationships, concentrate on “field of play”, Key Account Management (KAM) programmes), preparing relationship maps, scraping data from email threads and reverse engineering successful relationships.

Management

Management Emotional Intelligence Onboarding Communication

Context and curiosity drive commerciality and pricing

Red Star Kim

SEPTEMBER 8, 2023

Differential pricing is rarely discussed in professional services although it is often implicit in key account management. Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders.

Procurement

Procurement Value Proposition Finance Artificial Intelligence

LinkedIn Live: 2021 SAMA highlights and what to expect for 2022

Arpedio

DECEMBER 22, 2021

December 22, 2021. LinkedIn Live: 2021 SAMA highlights and what to expect for 2022. December 22, 2021. LinkedIn Live: 2021 SAMA highlights and what to expect for 2022. ? 2021 Review & Highlights: A year of obstruction. Harvey agrees that 2021 definitely has been nothing like anticipated. Back to blog.

Supply Chain

Supply Chain Account Management B2B Stakeholders

LinkedIn Live: 2021 SAMA highlights and what to expect for 2022

Arpedio

DECEMBER 22, 2021

December 22, 2021. LinkedIn Live: 2021 SAMA highlights and what to expect for 2022. December 22, 2021. LinkedIn Live: 2021 SAMA highlights and what to expect for 2022. ? 2021 Review & Highlights: A year of obstruction. Harvey agrees that 2021 definitely has been nothing like anticipated. Back to blog.

Supply Chain

Supply Chain Account Management B2B Stakeholders

Proactive marketing and business development executives – CRM, internal engagement and career insights

Red Star Kim

DECEMBER 5, 2023

Four themes in the art of selling – Integrating marketing and sales (kimtasso.com) A creative exercise on engagement generated some interesting metaphors – for example, a brick wall suggesting a lack of communication, a carrot considering motivation and a Leonardo di Caprio shrug suggesting indifference.

CRM

CRM Marketing Interpersonal Skills Client Relationships

Nine insights: Sales processes and selling skills for targeting and meetings

Red Star Kim

OCTOBER 24, 2022

Cross-selling and referrer management – Expectations, Data and Focus (kimtasso.com). Referrals – The role of internal communications (kimtasso.com). Referrer Management workshop (June 2022) (kimtasso.com). Referrer Management and Cross-Selling Insights (March 2021) (kimtasso.com).

Meetings

Meetings Value Proposition Key Account Management Account Management

Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars

Red Star Kim

APRIL 17, 2023

Half the delegates had a KAM (Key Account Management) programme at their firm. Social media was used by all firms but to varying degrees – there was less activity in sharing joint content and endorsements/recommendations than other methods.

Management

Management Manufacturing Client Relationships Facilitation

Book review: Neuroscience for learning and development by Stella Collins

Red Star Kim

SEPTEMBER 5, 2023

For any type of learning you connect neurons and change the way they communicate Brains consume about 30% of your body’s energy resources whilst being less than 20% of your body weight Dark chocolate can boost serotonin levels Your memory doesn’t get worse as you get older.

Facilitation

Facilitation e-Learning Emotional Intelligence Key Account Management

Wholesale as a Success Factor: Modern Customer Relationship Management

QYMATIX

MARCH 26, 2024

It can also enhance customer satisfaction by enabling personalized communications and handling customer inquiries quickly and effectively. Predictive sales analytics can predict which customers are likely to churn because the key to retaining customers is to act before they churn – not after they churn.

Management

Management Artificial Intelligence CRM Software

Why ABM is essential to your business

Arpedio

MARCH 7, 2022

MARCH 4, 2021. Why Account-based marketing (ABM) is essential to your business. March 4 2021. For key or strategic accounts, does it matter if marketing works with sales? Account-based marketing (ABM) revolutionized marketing. Why ABM is essential to your business. ? Back to blog. Absolutely yes!

Co-Creation

Co-Creation Account Management Account Planning Key Account Management

Wholesale as a Success Factor: Modern Customer Relationship Management

QYMATIX

MARCH 26, 2024

It can also enhance customer satisfaction by enabling personalized communications and handling customer inquiries quickly and effectively. Predictive sales analytics can predict which customers are likely to churn because the key to retaining customers is to act before they churn – not after they churn.

Management

Management Artificial Intelligence CRM Software

#014 KAM and COVID, One Year On

KAMCast

APRIL 1, 2021

How have you adapted your communications styles and contact frequencies to adapt to the situation? Let’s face it, for most Key Account Managers, one of the things that keeps us going in our work, is the person-to-person interaction that we get when partnering with important customers.

Key Account Management

Key Account Management Client Relationships Account Management Future of Work

Sales Coaching – Make Every Sales Rep a Top Performer

Arpedio

MAY 23, 2023

Research from Second Nature’s 2021 Sales Coaching Survey finds that “ a whopping 96% of respondents agree or strongly agree with the statement that “the right sales coaching can make a significant difference in performance”, rating it 4 or 5 out of 5. Start by centralizing your account and stakeholder data in Salesforce!

Sales

Sales Account Management Stakeholders CRM

Strategic Accounts Today

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum

Selling challenges in professional services: Sales processes and skills

Trending Sources

Case studies: Marketing and Business Development at law and accounting firms

System review: CogniClick for instant, personalised research reports using AI

#020 The evolution of a key account manager, with Chris Ortolano

Update on marketing and business development (M&BD) team structures

Cultivate a cross-selling culture

How Aramex’s Young SAM Program Provides Strategic Value and Impact

Referrer Management Strategies – Rationale and Challenges

The Wild West, Cher and Covid – Reflections from a Referrer Management workshop (June 2022)

Referrer Management – Capacity and Capability

Context and curiosity drive commerciality and pricing

LinkedIn Live: 2021 SAMA highlights and what to expect for 2022

LinkedIn Live: 2021 SAMA highlights and what to expect for 2022

Proactive marketing and business development executives – CRM, internal engagement and career insights

Nine insights: Sales processes and selling skills for targeting and meetings

Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars

Book review: Neuroscience for learning and development by Stella Collins

Wholesale as a Success Factor: Modern Customer Relationship Management

Why ABM is essential to your business

Wholesale as a Success Factor: Modern Customer Relationship Management

#014 KAM and COVID, One Year On

Sales Coaching – Make Every Sales Rep a Top Performer

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