The Frustration of a “Basic” Relationship – A Mini-Case on Transactional Accounts
Not all customers are strategic — and not all accounts should be treated like key accounts. In this SAM/KAM…
Not all customers are strategic — and not all accounts should be treated like key accounts. In this SAM/KAM…
Even the strongest supplier relationships can be tested by procurement policy. In this SAM/KAM mini-case, Components GmbH — sole…
In this SAM/KAM mini-case, we’re introduced to 234 Services Europe — a market leader in office services that considers…
When internal values don’t match external messaging, even the best key account strategies can collapse. In this SAM/KAM mini-case,…
Not all opportunities are worth chasing. In this SAM/KAM mini-case, Jo Young — key account manager at Punch Financial…
Strategic account management isn’t just about building client trust — it’s also about overcoming internal resistance. This SAM/KAM mini-case…
Strategic customers often want exclusivity — but in today’s competitive and legally regulated world, that’s not always realistic. In…
Strategic account relationships don’t just face commercial risks — they’re also vulnerable to breakdowns in trust, training, and internal…
As global customers consolidate their supplier bases, the pressure on vendors to coordinate internationally has never been higher. In…
Some of the biggest risks to key account relationships come not from the customer — but from internal misalignment.…
Long-standing customer relationships often lull organisations into a false sense of security. This SAM/KAM mini-case explores how one company,…
Strategic account relationships often involve tough choices — especially when your customer’s needs evolve beyond your core capabilities. In…