‘More and Better for Less’
An environment of uncertainty, change and low inflation, coupled with sluggish market growth, make decisions on how to deliver more value, increasingly hard to re… Read more
Tag Archive for: Key Account Management
‘TRUST’ – THE PARTNERSHIP GLUE
How strong is the relationship with your most important customer? Over the last 15 years we have been researching and exploring trust as an indicator of partnership strength.
Whe… Read more
Writing business – It’s all about attitude
At Customer Attuned, one of our sectors of expertise is the insurance industry. Being a ‘non-player’ in the process of underwriting business for customers, we ha… Read more
Developing People to Deliver Change
The Hornby Hobbies Story so far …
We have been on an incredible journey with the Sales teams from Hornby Hobbies over the last six months. The start point saw a team with pressure on al… Read more
Medicines and Personal Data have something in common. True or False?
It’s a tenuous link, perhaps, but for me the common theme is that Medicines and Personal Data are both about to be subject to new regulatory controls. And both will impact businesse… Read more
How to Keep Your Key Account Managers Fighting Fit
Keeping your key account management team on top form can be an uphill struggle. Yet finding a way to maintain that fighting fitness can be a challenge in itself. But not anymore. Thi… Read more
Customer Plan – Just the Numbers
When asking for the customer plans, I am constantly amazed when all I’m shown is an excel spreadsheet of forecast numbers, supported by a three month deal promo plan. Sounds famili… Read more
Make time to source a KAM Programme to improve performance
The KAM Bootcamp is a tailored programme that introduces best practice to your organisation that suits your market and circumstances.
Key Account Management Bootcamp gets to k… Read more
KAM Bootcamp Best Practices
How often have you heard the statement – “we are striving for best practice” – and how often do you see it happen? And does this mean it is an aspiration rather than reality?
Not anymor… Read more
KAM Boot Camp – Are your KAM’s fit for today’s challenges?
Managing large customers or a portfolio of customers can be challenging at the best of times – and sometimes it feels too difficult to do something about it because the “day job” get… Read more
building a culture of customer centricity based on B2B Trust
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