Exploring methodology, governance, and organisation
Setting the framework for thinking about K/GAM
When considering the design of a Key or Global Account Management (K/GAM) initiative, one of the first questions to address is which methodology and governance mechanisms to use to ensure the program is well designed and implemented and will stay on track. This paper explores the respective scope of methodology and governance, offering guiding principles to bring them to life in the real world.
True Key & Global Account Management is about developing
privileged relationships with strategically important customers, beyond mere purchase volume. K/GAM is more than a super sales technique; it is a company-wide initiative involving multiple functions beyond the sales team, requiring new and collaborative ways to achieve corporate goals. When designing or improving a K/GAM program, the designers
