Building a successful KAM strategy
One size doesn’t fit all with key account management.
B-to-B sales has become an organization-wide, cross-functional effort, and siloed teams and functions are barriers to best-in-class KAM.
Equipping KAM teams to succeed
Key account management requires specialized skill sets and competencies.
Designing metrics and motivation systems
To assess and improve performance across roles and functions, you need to take a balanced-scorecard approach.
Achieving KAM excellence in life sciences
An industrial services supplier spurs growth through strategic account management
KAM 360 and journey mapping
Get a deep-dive audit of your KAM capabilities. Then we’ll help you design road maps to address near-term priorities and long-term goals, and build and deliver the case for change.
KAM strategy design
Develop deep customer insight and identify the right customer accounts and segments. Then develop relevant value propositions, build out the KAM team and program, and design the implementation plan.
KAM operating and customer engagement models
We’ll help you build and execute Early Experience TeamsTM for launching the operating model, customer engagement process, account planning and management tools, and account management process—as well as scaling up the approaches and enablers.
KAM talent development
Access our road-tested and customizable KAM competency models, learning and development plans, coaching and training programs, performance management solutions and change management strategies.
KAM metrics and incentives
Set relevant and meaningful metrics at program, cross-functional team and individual levels, and plan incentives to match. We’ll also help with reporting and dashboards, and master data management solutions.
The growing case for KAM in pharma
June 2, 2022 | type:q&a
Pharmaceuticals and Biotech
Why pharma must invest in key account management capabilities
July 21, 2021 | type:article