{"id":221,"date":"2021-10-27T10:52:21","date_gmt":"2021-10-27T08:52:21","guid":{"rendered":"https:\/\/legrandblogdelavente.halifax-consulting.com\/en\/?p=221"},"modified":"2024-05-22T12:31:57","modified_gmt":"2024-05-22T10:31:57","slug":"key-account-manager-develop-the-strategic-relationship-and-create-value-with-key-customers","status":"publish","type":"post","link":"https:\/\/www.halifax-consulting.com\/en\/blog\/key-account-manager-develop-the-strategic-relationship-and-create-value-with-key-customers\/","title":{"rendered":"Key account manager develop the strategic relationship and create value with key customers"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\"><strong>Setting up a Key Account Management program is a no-brainer in a world where innovative companies with a compelling story to tell need to evolve to stay ahead of the game. Especially given the shift to online procurement processes, brutal upheaval in clients\u2019 markets, the concentration of the economy in market sectors, and increasingly complex investment and development models.<\/strong><strong><\/strong><\/h2>\n\n\n\n<p>Every day, the number of B2B sellers continues to fall at companies across the world, in stark contrast with the rapid rise of \u201cvalue sales\u201d roles such as KAM, SAM and GAM. It\u2019s a trend that\u2019s boosting growth, profit and customer satisfaction, which, in turn, improves resilience. But it also raises issues and challenges that companies need to address.<\/p>\n\n\n\n<p>This book, which draws inspiration from the top-performing key account programs, offers insights into the underlying reasons for this marked shift and the conditions for success. It gives you <strong>the keys to aligning your program with your company\u2019s strategy<\/strong> and all the components you need to scale, build or strengthen your own program. It\u2019s both a tool for analyzing your B2B sales performance and a comprehensive practical guide to KAM and the processes and tools used by KAM program managers.<\/p>\n\n\n\n<p>You will start by gaining an understanding of how disruptive changes to the B2B model are affecting your own model, and how to calibrate your business. The book then teaches you how to <strong>design your own \u201cstrategic accounts\u201d program<\/strong>. It covers every single step, from aligning the program with the company\u2019s objectives to linking it with other programs, scaling it correctly, calculating profitability, selecting the right people, and bringing management into the fold.<\/p>\n\n\n\n<p>Finally, the book will enable you to understand and <strong>implement KAM tools<\/strong>, teaching you how to build an account strategy based on detailed analysis of the challenges in your client&#8217;s market, and how to secure the resources needed to drive growth through alignment processes. You will learn techniques for quantifying the value co-created with clients via a cooperative approach, how the C-level needs to be involved day-to-day, and how to deliver a high-impact customer pitch that leverages KAM to elevate your status from supplier to strategic supplier with a part in your client\u2019s performance.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Setting up a Key Account Management program is a no-brainer in a world where innovative companies with a compelling story to tell need to evolve to stay ahead of the game. Especially given the shift to online procurement processes, brutal upheaval in clients\u2019 markets, the concentration of the economy in market sectors, and increasingly complex investment and development models. Every day, the number of B2B sellers continues to fall at companies across the world, in stark contrast with the rapid rise of \u201cvalue sales\u201d roles such as KAM, SAM and GAM. It\u2019s a trend that\u2019s boosting growth, profit and customer satisfaction, which, in turn, improves resilience. But it also raises [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":18533,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[12],"tags":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Key account manager: develop the strategic relationship and create value with key customers - Halifax Consulting \u2013\u00a0EN<\/title>\n<meta name=\"description\" content=\"Setting up a Key Account Management program is a no-brainer in a world where innovative companies with a compelling story ...\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.halifax-consulting.com\/en\/blog\/key-account-manager-develop-the-strategic-relationship-and-create-value-with-key-customers\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Key account manager: develop the strategic relationship and create value with key customers - Halifax Consulting \u2013\u00a0EN\" \/>\n<meta property=\"og:description\" content=\"Setting up a Key Account Management program is a no-brainer in a world where innovative companies with a compelling story ...\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.halifax-consulting.com\/en\/blog\/key-account-manager-develop-the-strategic-relationship-and-create-value-with-key-customers\/\" \/>\n<meta property=\"og:site_name\" content=\"Halifax Consulting \u2013\u00a0EN\" \/>\n<meta property=\"article:published_time\" content=\"2021-10-27T08:52:21+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-05-22T10:31:57+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.halifax-consulting.com\/en\/wp-content\/uploads\/sites\/3\/2024\/04\/key-account-management.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1140\" \/>\n\t<meta property=\"og:image:height\" content=\"352\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Chris\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Chris\" \/>\n\t<meta name=\"twitter:label2\" content=\"Estimated reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.halifax-consulting.com\/en\/blog\/key-account-manager-develop-the-strategic-relationship-and-create-value-with-key-customers\/\",\"url\":\"https:\/\/www.halifax-consulting.com\/en\/blog\/key-account-manager-develop-the-strategic-relationship-and-create-value-with-key-customers\/\",\"name\":\"Key account manager: develop the strategic relationship and create value with key customers - 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