Is your KAM capability good enough?
The hard truth: 80% of B2B organisations fail to realise the benefits of their KAM programmes and are forced into costly rebuilds.
Most KAM initiatives become expensive relationship management exercises that don't deliver bottom-line results.
Do you want to know what you are good at and where you have gaps?
Download this self-diagnostic PDF tool, answer a few questions, and gain valuable insights and thoughts about where you need to apply some effort.
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Download the Value-Based KAM Self-Diagnostic Tool
Hello... I’m Mark Davies
After more than 25 years in consultative selling and operational/buying roles, plus researching and consulting in KAM with hundreds or organisations in multiple industries, I have concluded 2 main things:
1. KAM can have a transformational impact on a suppliers sales
2. Most organisations do not realise the real competitive advantage that KAM can provide them, or how to establish that edge.
But KAM needs to evolve.
My view? KAM should focus on delivering value to the customer, and then it will provide you with a significant competitive advantage.
And to do that, four blocks need to be considered.
Read about them in this article and follow/connect with me to continue receiving my content on this exciting and new approach
INTERESTED IN ACCELERATING YOUR STRATEGIC SALES?
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