Clarity Engagement Solutions

NOVEMBER 9, 2020

How you reward Key Account Managers is seen as a critical ingredient in the overall success of any Key Account Management KAM strategy. The role of a key account manager requires effective coordination of a web of complex activities. . Reward schemes fall into three categories: 1.

Key Account Management 91

Key Account Management Account Management Management Stakeholders 91

Strategic Account Management Association

AUGUST 6, 2021

“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.”. We introduced the title of “client business partner” differentiating this role from the standard key account management function.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. What is a stakeholder? A stakeholder is either an individual, group or organisation who is impacted by the outcome of a project or relationship.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

DemandFarm

APRIL 4, 2023

In case that person leaves your accounts, the amount they were bringing into the organization is automatically at risk. Why should you adopt Digital Key Account Management? What are some of the benefits of adopting digital account planning solutions for your key accounts?

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Arpedio

APRIL 29, 2024

SAM professionals are not just account managers; they play a pivotal role as value creators, ecosystem orchestrators, and pioneers of data-driven decision-making, crucial for unlocking market share and profitability.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Account Manager Tips

NOVEMBER 24, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. Key account managers rely on influence to get things done. It's a boundary-crossing role that needs the cooperation of numerous stakeholders and departments to succeed. Why this book?

B2B 130

B2B Key Account Management Account Management Decision-making 130

SmartKarrot

MAY 12, 2023

In today’s highly competitive business landscape, managing and nurturing key accounts has become a critical aspect of organizational success. Key Account Management (KAM) is a strategic approach that focuses on developing long-term, mutually beneficial relationships with a select group of high-potential customers.

Key Account Management 10

Key Account Management Account Management Business Growth Value Proposition 10

SmartKarrot

JUNE 28, 2023

In fact, a survey by Bain & Company shows that a 5% rise in customer retention results in over 25% surge in profits. The key account manager is then supposed to act as the first contact point between these clients and the business, dedicate resources, and hold meetings with them. This can either be profit or revenue.

Key Account Management 10

Key Account Management Account Management CRM Management 10

Account Manager Tips

JANUARY 22, 2022

Why Don't Clients Make Decisions (and How to Help Them Commit) As a key account manager, your goal is to keep your clients happy and satisfied with your solutions. Talk to their stakeholders. Join a growing community of sales, customer success and key account management readers. What's going on?

Decision-making 130

Decision-making Key Account Management Account Management B2B 130

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. GRAHAM Different stakeholders will value different things. Stakeholders value business improvement.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

KAM With Passion

OCTOBER 27, 2020

First, truly complex sales , those where many stakeholders are involved with often contradictory expectations, where the proposed solution is co-constructed with the prospective customer. In addition, the stability and loyalty of the customer base are essential factors for profitability. Why does it matter? Why does it matter?

B2B 130

B2B Co-Creation Account Management Key Account Management 130

Red Star Kim

OCTOBER 24, 2022

Some used the DMU (see introductory video on DMUs ) and the stakeholder matrix for targeting. Portfolio management. One delegate was struck by my fun use of dinosaurs in portfolio management. Key Account Management (KAM) programme (kimtasso.com). Key Account Management KAM in a nutshell (kimtasso.com).

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Account Manager Tips

MAY 1, 2021

As a key account manager, you not only need to keep your clients, you need to keep them profitable. Sales and key account management Too often, key account managers retreat from sales-focused conversations because it feels manipulative. Which makes them risk-averse. and decisions.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Red Star Kim

JUNE 16, 2022

The MBL workshop on Referrer and Intermediary Management earlier this week combined those in front-line fee-earning roles (e.g. employment and family solicitors) with those from marketing and business development in legal, tax, wealth management and property firms. We tried out various tools (e.g. Get back out there after Covid.

Management 130

Management Key Account Management Digitalization Communication 130

Whetstone

FEBRUARY 13, 2023

Multiple stakeholders are often involved in purchase decisions, and many of these stakeholders want to understand the tangible benefits they will receive from your solution (or “special resource”), and they want to know exactly how much they will save or earn as a result of your intervention.

Stakeholders 52

Stakeholders Decision-making Profitability Organization 52

Revegy

OCTOBER 2, 2019

Your approach to managing and growing your most strategic accounts impacts your ability to optimize revenue. Why Focus on Key Accounts? Key Accounts are your most profitable, scalable, and tenured clients. Key accounts are hard to win, hard to retain and particularly challenging to grow.

Account Growth 69

Account Growth Key Account Management Account Management Account Planning 69

Account Manager Tips

SEPTEMBER 29, 2020

Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. Let's take a look at 7 of my favourite key account management tools.

Key Account Management 130

Key Account Management Account Management Management Meetings 130

Upland

APRIL 20, 2023

Your target account list will include those with the greatest potential value to your business. These include the largest, most profitable, or most strategic customers with room for the greatest growth. Source: Bain & Company) A 5% increase in customer retention can lead to a 25-95% increase in profits.

Account Management 195

Account Management Management Account Planning Decision-making 195

DemandFarm

APRIL 26, 2023

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Jermaine Edwards

MARCH 17, 2020

Companies like Hubspot, Mckinsey and Apple say they get benefits from evaluating their customer life cycle to: Increase customer profitability. Strengthen brand position and retention of key customers. How do your current relationships with all stakeholders impact long term loyalty? Product innovation and new market access.

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Innovation 130

ProlifIQ

JUNE 21, 2023

By proactively managing account plans , account managers can identify and seize opportunities, address challenges, and enhance customer satisfaction. This team consists of dedicated professionals who work collaboratively to support the strategic account manager in delivering value to the strategic accounts.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Key account managers without an action plan will fail.

Account Management 246

Account Management Key Account Management Management Suppliers 246

SmartKarrot

DECEMBER 1, 2022

Drive aggressive product adoption and account expansion by attaining a deep understanding of client needs and opportunities for upsells. Strengthen and expand relationships with executive decision-makers and key stakeholders at many of the largest strategic accounts. Ensure effective engagement with established partners.

Customer Success 19

Customer Success Client Onboarding Onboarding Key Account Management 19

SmartKarrot

NOVEMBER 2, 2022

Challenges are inevitable in growing customer accounts. The key account management process is a multi-step process that begins with analyzing the profitability and continues throughout the sales cycle. Remember, the attributes need to be of accounts and not individual people.

Account Management 10

Account Management Management Key Account Management Stakeholders 10

Account Management Skills

AUGUST 24, 2021

Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships. Kapta is a key account management platform. And Kapta is a key account management platform.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Jermaine Edwards

MAY 6, 2020

They began to see 20% of their customer base move to explore manufacturing overseas to reduce their own costs, access new markets and grow their profits. As a Key Account Manager or Director you must begin with identifying the difference between the customer and the industry. Check out Hyper Adaptation for reference.

Manufacturing 130

Manufacturing Key Account Management Decision-making Digitalization 130

Arpedio

JANUARY 11, 2023

In order to do so, you should invest in your account management processes – so you can equip your strategic account managers with the best working environment to manage the complex journey of long-term account development. What Is an Account Manager?

Account Management 52

Account Management Management Key Account Management B2B 52

Janek Performance Group: Account Planning

JULY 13, 2021

What is Strategic Account Management? Also called key account management, SAM is a methodology that involves identifying important accounts and cultivating mutually beneficial relationships with those clients. Why should we use strategic account management? What are their target markets?

Account Management 52

Account Management Management Account Planning Interpersonal Skills 52

SmartKarrot

NOVEMBER 9, 2022

This is where account 360 comes into the picture. Finding the time to dedicate to key account planning is one of the biggest issues for key account managers and strategic planning executives alike. Account planning terms that you ought to know. Sales account planning. Key account management.

Account Planning 10

Account Planning Key Account Management Account Management Client Relationships 10