When starting a new KAM/GAM Programme or revamping an existing one, Training is a topic that immediately draws attention as it is a key instrument to allow an organisation to execute on its KAM Strategy. This post is the first of a series of two dedicated to how to set-up an adequate KAM training approach supporting the initial kick-off and the further development of a KAM initiative. In this first


The Paul Merage School of Business in California has started an online survey on marketing metrics. This survey is very well designed as it explores many parameters related to the goals and metrics of a marketing project, and how the initiative has been implemented. Filling in the questionnaire while looking back at a major project (with metrics) drives you to think about what you've done well and what could have been better. A very valuable exercise. If you are surprised by