KAM Methodology

KAM Reloaded(tm)

Rooted in experience, adapted to the 21st Century

KAM/GAM Reloaded™ , our modern and flexible methodology, adapts to your company’s context and culture. It helps you assess the KAM/GAM opportunity in the context of your Corporate Strategy, build a Key & Large Account Management program or improve an existing one, train and coach KAM teams and support functions, develop the organisation, processes, systems and behaviours that will help you create more Value for your Strategic Customers.

KAM Reloaded also pays a lot of attention to people and skills development and to cultural change. Our methodology fosters empowerment, collaboration and the leverage of collective intelligence while allowing transparent monitoring and measurement.

Proven, Flexible, Customisable, Collaborative, Measurable

KAM Reloaded Methodology - Graphic

KAM/GAM Strategy»

KAM/GAM Client segmentation»

KAM/GAM Tools and processes»

KAM/GAM Program Management»

KAM/GAM Customer intelligence»

KAM/GAM Organisation»

KAM/GAM Operations Management»

KAM/GAM Skills &Team dynamic»

KAM/GAM Customer Relationship Management»

DOWNLOAD the WHY KAM? presentation, as well as our KAM Reloaded Methodology brochure.

Then, CONTACT US to have an informal exchange on your KAM/GAM and B2B Marketing business needs.

  • Analysis of the strategic opportunity
  • How does the KA/GA strategy fits into the overal strategy
  • Segment-focus and Key/Global Accounts
  • KA/GA Value Proposition definition
  • Organisation KAM/GAM maturity assessment

  • Multidimensonal Client segmentation (size, potential, buying patterns, strategic impact, geographic…)
  • Definition and typology of Large, Key (KA), International (IA) & Global Accounts(GA)

  • KA/GA development plan: intelligence gathering, networking, selling
  • KA/GA Team management tools
  • Marketing and Communications best practice for international accounts
  • Collaboration platforms (internal, external)

  • Program Management Leader identification
  • Program Management Processes
  • Steering Comittee
  • Program Dashboard and KPIs
  • Program Communication

  • Account Goals settings
  • Client environment analysis
  • Account development strategy and plan
  • Networking and Advanced Relatinship Management

  • Design of a KAM organisation
  • Assessment of required skills and resources
  • Definition of the transition roadmap

  • Pricing and resources management for KA/GA
  • Objective setting and performance management, reward

  • Strengthening of consultative sales skills
  • KA/GA Account Director and team skills development
  • Virtual team management practice development and coaching
  • Multicultural skills development
  • Securing senior management support
  • social selling
  • Developping trust and influence

  • Executive sponsor
  • Client Advocate
  • Specific Marketing & Communications
  • Sales actions
  • Listening to the Customer practice