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Tuesday, November 10th, 2020
Reports from Cranfield Key Account Management Forum’s online series. Staying positive and focused in uncertain times Andy Bounds, a leading sales communications expert, advocates putting emphasis on creating “positivity and productivity”. Using the “Yes, if…” technique allows individuals and teams to focus on the key few outcomes that are needed to make an objective achievable and then ensure that those…
Thursday, May 28th, 2020
Account-based marketing is increasingly recognised as a highly effective approach to working with key accounts, so is of major interest to key account managers looking for new approaches. November’s KAMBP explored how to use ABM and KAM together. Bev Burgess, Senior Vice President & Practice Lead, and Dave Munn, President and CEO, introduced ITSMA (the Information Technology Services Marketing Association)…
Friday, December 13th, 2019
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
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
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…
Wednesday, March 27th, 2019
This report from Cranfield’s KAM and Strategic…
Wednesday, December 19th, 2018
How should KAM teams create impact and…
