5 ways companies sabotage their kam efforts

Vikram A Munshi Strategy & Leadership Consultant

WhiteSpaceTM Consulting & Capability Building

5 Ways Companies Sabotage their KAM Efforts

© Vikram A Munshi 2013

© Vikram A Munshi 2012

A few Dimensions of KAM

© Vikram A Munshi 2012

5 Ways Companies Sabotage

their KAM Efforts

© Vikram A Munshi 2013

Method 1

© Vikram A Munshi 2013

Aligning the KAM Interface

But Not the Organization

Align by

© Vikram A Munshi 2013

ETDBW1

Ref : Michael Hammer

Easy to do Business With

Method 2

© Vikram A Munshi 2012

THOUGHT

ACTION

© Vikram A Munshi 2013

Staff with Stars

KAM a part of Corporate Strategy

Top Management Weight

© Vikram A Munshi 2013

Method 3

Incorrect Measures Of Effectiveness

© Vikram A Munshi 2012 © Vikram A Munshi 2013

Use the

Right Metrics

© Vikram A Munshi 2012

Method 4

KA Lifecycle Program

(or the lack of it)

© Vikram A Munshi 2013

© Vikram A Munshi 2012

From Transactional….

….To Collaborative

© Vikram A Munshi 2013

© Vikram A Munshi 2013

Method 5

Model T Approach to

Value Delivery

Identify Customer Needs to…..

...Create Innovative Solutions

To Summarize

1. Align your company

2. Walk the Talk

3. Use the Right Measures

4. Have a KAM Life Cycle Plan

5. Create Innovative solutions for customer need

© Vikram A Munshi 2013

Thank You

© Vikram A Munshi 2012