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Key Account Management
1.
2.
3.
KAM is fashionable
but also difficult
4.
KAM can develop
beyond partnership to more synergies
5.
There are mismatches
between suppliers and customers
6.
KAM does reduce
costs and improve quality
7.
A key account
manager needs a comprehensive skill-set
8.
9.
10.
Loose-win
11.
12.
13.
14.
15.
16.
17.
18.
Driven
by price, success measured by price
19.
Probably
multi-sourcing
20.
Easy
to exit
21.
Single
point of contact
22.
Business
relationship only
23.
Very
little information sharing
24.
Reactive
rather than proactive
25.
Probably
low common interest
26.
Organization suits selling
company
27.
Reward
structure of KAMgrsparamount
28.
Small
chance of growing business
29.
30.
31.
32.
Principal
or sole supplier
33.
Exit
more difficult
34.
Larger
number of multi-functional contacts
35.
Developing
social relationships
36.
High
volume of dialogue
37.
Streamlined
processes
38.
High
level of information exchange, some sensitive
39.
Better
understanding of customer
40.
Development
of trust
41.
Pro-active
rather than reactive
42.
Prepared
to invest in relationship
43.
Wider
range of joint and innovative activity
44.
Joint
strategic planning, focus on the future
45.
46.
47.
48.
49.
50.
51.
52.
53.