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The relationship between procurement and sales teams has always been something of a power struggle. Here, Harvey Dunham and Christopher Jensen of the Strategic AccountManagement Association, give the sales slant on how procurement can genuinely become a customer of choice.
The best sales podcasts key accountmanagers should listen to Are you a key accountmanager? Why selling is hard for key accountmanagers Key AccountManagers are busy making sure clients get the best from what they've already bought. He was responsible for managing 168 accounts!
Why is key accountmanagement important? Well, i f you don't have key accountmanagement in place, you could leave money on the table, be helpless to competitor threats and put your most valuable clients at risk of defection. Key accountmanagement is the secret to grow revenue and customer retention.
As a strategic accountmanager, you take the long view in working with your customers to ensure that each of them gets the right solution. When it’s time to close the deal, procurement is introduced into the process and now runs the relationship and the deal – and they only focus on the price. It doesn't have to be this way.
The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back-room player. Strategic accountmanagement is a team sport and requires cross-functional, multi-tiered vertical level engagement and strong accountability.
New procurement teams introduce big challenges and new opportunities into the customer relationship. My old contact has been replaced A new procurement team introduces fresh dynamics and relationships. The working environment will undoubtedly change from what you were used to with the previous procurement team.
Phil is an accountmanagement and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of AccountManagement. These guiding principles have served Phil well and I know they will help you find success as a key accountmanager. The Tenets of AccountManagement.
What are your options when you're a key accountmanager and ready for your next move? Life after key accountmanagement How to prepare for your next career move 1. Life after key accountmanagement What are your options when you're a key accountmanager and ready for your next move?
Your first 90 days in a new job as an accountmanager are the most challenging.and with the most at stake. A detailed list of all the activities you need to do to get settled into your new accountmanagement role, grouped into 30 day periods. Are you moving to accountmanagement from a different profession?
In this episode, I talk to Alex Raymond from Kapta about everything to do with accountmanagement processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency accountmanagement team, when it comes to managing and delve developing existing client relationships.
Core Facets Of Key AccountManagement In Life Sciences Managing relationships and building strategic plans to grow revenue across complex accounts is a part of day-today life for anybody in sales, marketing, or accountmanagement in the Life Sciences space.
Core Facets Of Key AccountManagement In Life Sciences Managing relationships and building strategic plans to grow revenue across complex accounts is a part of day-today life for anybody in sales, marketing, or accountmanagement in the Life Sciences space.
Differential pricing is rarely discussed in professional services although it is often implicit in key accountmanagement. Although developments in technology to analyse large data sets of past project costs has led to some firms taking a more sophisticated approach to estimating, predictive pricing and risk and project management.
You’ll be asked to pitch for work as part of a procurement process but any work that you’ve done or any relationship that you have with them counts for nothing as far as this is concerned. We cover a lot of material on how to be a trusted advisor within our Online Sales Training and our Key AccountManagement Training courses.
The global COVID pandemic and subsequent supply chain issues have dramatically changed how SAMs (Strategic AccountManagers) do their jobs. However, these same forces affected Procurement/Purchasing professionals too, which begs the question: How have procurements’ lives changed?
In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.
This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Actionable Insights for Key AccountManagers Focus on Strategic Alignment: Align your sales strategy with the enterprise’s long-term goals and initiatives.
b) In an article entitled “The future of AI in client-agency relationships” in Marketing Procurement IQ ” it encourages brands to ask their agencies questions about AI. It says “brand advertisers should ask the following questions to their agencies”: Are you currently using AI or planning to do so?
I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. Welcome to Episode 54. So welcome Iris and Jess. Wonderful, Jess.
Too many clients, not enough time Key accountmanagers have a lot of clients. From procurement, to executives, to end users and everything in between. Too many key accountmanagers arrange their quarterly reviews as they go. The world's most amazing community of key accountmanager. The KAM Club.
With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key accountmanagement. Challenges in Shifting to Digital Key AccountManagement Shifting to Digital Key AccountManagement also comes with its fair share of challenges.
Your job as a key accountmanager is to deliver the kind of value that convinces your clients to stay in the loop. Your client's procurement team is involved 3 to 6 months before the end of the contract. The key accountmanager must scream and shout to keep their renewals in focus.
This is the top 10 tips to be successful in agency accountmanagement. And she said, good accountmanagement makes everything run smoothly. But great accountmanagement is what transforms the relationship from a client supplier to one of a real partnership. Tina has 25 years working in marketing procurement.
Reliable uptime, disaster recovery (DR) and business continuity (BC) are crucial aspects of relationship management with enterprise customers, who tend to view a lot of their software as “critical” and will want to know you have a reliable uptime track record and the systems in place for disaster recovery and business continuity.
Ask them about our Key AccountManagement practice. Many Fortune 100 executives have benchmarked finance, information technology, human resources and procurement. If you want more, speak with Mike (bio here ), or Aaron (bio here ). Their accuracy is 95% in 2012. They will make sure you never get surprised.
A survey conducted by Cegedim revealed that Key AccountManagement (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.
A survey conducted by Cegedim revealed that Key AccountManagement (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.
Revegy’s Relationship Maps take the blinders off of megadeals, and allow sales teams to do the following: Quickly and easily map contacts from your CRM and visually connect the dots – from coaches and stakeholders to decision-makers and procurement, organizational charts are easily built with drag and drop functionality.
Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. Similarly, a Key AccountManagement (KAM) or Account Based Marketing (ABM) approach may help.
Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits. The most commonly supported activities for commercial methodologies include prospecting and opportunity management.
We discuss: why David describes the relationship between the agency, the client and the client’s procurement department as the triangle of doom. So if all of this sounds interesting, then please visit the homepage where you can book a call, have a chat with me and see if this might be a good fit for you or a member of your team.
KAM Technology & Use Cases in 2025 KAM technology plays a crucial role in supporting these best practices by providing powerful tools and features that streamline and enhance key accountmanagement processes. Interested in seeing a Key AccountManagement solution to help you retain and grow key customers?
Scope 1, 2, 3 are what you own, what you operate, what you control and what energy is procured in order to power your operation. We are confident that Arpedio can benefit your work with complex B2B Sales and Strategic AccountManagement. Start free trial. Contact us. Stay ahead. Sign me up! Explore the opportunities?.
One of the things that accountmanagers who come on my Account Accelerator programme tell me is that they have a barrier to growing existing business, because they don’t feel like they’re talking to the decision maker. The second one is to decide whether you have a good relationship with the procurement department.
Raw material sourcing ensures the procurement of high-quality inputs, while product development focuses on creating products that meet consumer needs. Procurement secures essential materials and services, while technology development drives innovation.
The accountmanager’s job is to keep and grow client relationships. What holds accountmanagers back from growing accounts? I’ll be talking more about pricing with Alfie Wenegieme FCCA , Managing Partner at Cactus on the next podcast episode “Creative Agency AccountManager”
And because we’re not tracking that, so what that means is our ability to negotiate is just reduced and procurement just kind of played with us. I remember reading, I think he was a procurement director, global procurement Director at P&G. But your right procurement will say yes, how many FTEs? Chris 15:22.
In large companies, internal AccountManagers are often segmented by vertical or offering, so they’ll need to pull the right team members into the right meetings. More companies are working remotely, making it far more difficult to get everyone in the same “room.”
Buying patterns can also vary by size at manufacturing firms; SMEs are agile, flexible, will often experiment with new technologies and usually have relatively straightforward procurement processes. This is worth taking into account as new buyers are involved in cross-selling journey. The evolution of the buyer’s journey.
We weren’t training their new reps, but working with some of their most seasoned global accountmanagers to help them be more strategic and successful. In surveying the global accountmanagers, they listed price concessions as the #1 used negotiation tactic. Minimizes deal margin.
Support Activities: Procurement: Sourcing materials and components for device production. Finance and Accounting: Managing financial resources and investments. Public and Stakeholder Relations: Managing relationships with stakeholders and the public.
Procurement secures essential materials and services, while technology development drives continuous innovation. Human resource management ensures a skilled workforce, and firm infrastructure supports overall operations. Support activities provide the necessary infrastructure and resources.
A learning environment that’s anything but conventional ARPEDIO was right in the middle of it all, surrounded by Strategic AccountManagement (SAM) professionals who shared our drive for success and eagerness to push boundaries and exchange game-changing ideas about the future of SAM.
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