Co-creating value via Fujitsu HXD

11th September 2019 |   Richard Vincent and Mark Davies MBA MSC CEng CMktr MIET FCIM

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 in order to maximise value co-creation.

There is also wide recognition that very often it is the newer, smaller and more nimble organisations that find it easier to have the flexibility of approach that allows them to work with their partners in this area and consequently they are often able to leap-frog more established competitors to provide new and innovative solutions.

Richard Vincent

Fellow at Cranfield University | + posts

Richard Vincent spent nearly 29 years at HP and Hewlett Packard Enterprise where he specialised in Strategic Business Operations and Key Account Management. He is a Visiting Fellow at Cranfield University where he has been an active member of the Key Account Management and Strategic Sales forum, since its early days. He is also a self-employed consultant, helping companies build long-term profitable relationships with complex and demanding customers.

Mark Davies MBA MSC CEng CMktr MIET FCIM is a consultant and Managing Director of Value Matters

Managing Director of Value Matters at Value Matters | + posts

Mark Davies MBA MSC CEng CMktr MIET FCIM is a consultant and Managing Director of Value Matters, where he trains, coaches and advises organisations on valuebased customer management, key account management, and offer development and innovation, all focused on putting AI to work.

He also chairs AKAM, the Association for Key Account Management, and is a Visiting Fellow at Cranfield School of Management. He directed the flagship KAM Best Practice Forum for 15 years, advancing the theory and models of strategic account management for hundreds of B2B organisations in dozens of industries.

Earlier in his career, he was Head of Customer Management for BP’s downstream business, previously managing P&L responsibility for its European industrial manufacturing solutions arm, and before that, an engineering director and operations leader in the pharmaceutical industry.

He is the author of Infinite Value (Bloomsbury), co-author of Implementing Key Account Management (Kogan Page), and is currently co-authoring Creating Customer Value Propositions with AI, also with Kogan Page.

Sign up for his bi-weekly newsletter Rethinking KAM on his LinkedIn profile: https://www.linkedin.com/in/ markdavies690/