Friday, December 13th, 2019

Aligning KAM with procurement

Report from the Cranfield KAM Best Practice Forum 26 September 2019. Key account managers are always striving to find better ways to cooperate and co-create value with their opposite numbers in purchasing. Similarly, professional purchasing managers are always striving to obtain the best possible deal for their organisations and get away from entirely price-focused negotiations. So the most recent KAM… 


Wednesday, September 11th, 2019

Co-creating value via Fujitsu HXD

Reporting from the Cranfield KAM Best Practice Forum 20 June 2019. Key account managers and purchasing professionals are increasingly recognising the importance of co-creating value and the key part that the latest technology can have in facilitating that. So, the most recent KAM Best Practice Forum at Cranfield University decided to focus on how Key Account Managers can embrace technology… 


Wednesday, June 26th, 2019

Coaching the high-performing key account manager

Highly skilled, highly capable key account managers are essential for any organisation seeking to transform to a KAM culture. As more organisations realize that having a strong KAM capability is an absolute necessity to manage the customer base where most of their business resides, increasing focus is being placed on finding those key “few things” that guarantee success. Through research… 


Monday, November 20th, 2017

Is your organisation leaking value?

The spiral of value leakage starts when organisations fail to focus on the customer and what they value. Instead, businesses should focus on creating “infinite value”. Peter Drucker is famous for making the following observation: “Because the purpose of a business is to create a customer, the business enterprise has two (and only two) basic functions: marketing and innovation.” If…