The development of system- and solution partnerships between companies and their most important customers has become a decisive success factor. Digitalization and IoT (Internet of Things) accelerate this trend. They force companies to continually optimize their position with their key accounts and to secure their strategic differentiation. The objective of Strategic Account Management is the deep integration into the decision making and value-creation process of the customer.
The five steps for building a successful KAM-organization have emerged after many years working as consultants with leading B2B companies. This integrated approach secures that the most common errors when building a KAM organization are avoided in the first place.
Experience shows, that a great percentage of KAM-initiatives do not fulfill top management’s expectations, especially when a “trial-on-error” or a „spend-as-you earn“ approach is chosen.
Account MAPping is a real game-changer. It helps me to get in contact with the top management of my accounts.
When we selected a consulting company to help us build our KAM-organization, mp consulting had already convinced us after 2 hours. Their professional hands-on experience in Key Account Management and the integrated concept were the decisive factors.
In order to be a credible partner for our strategic customers in their digital transformation on their journey to Industry 4.0, we need to continuously improve our customer orientation and adapt to the increasing complexity and speed of change. mp consulting is our trusted advisor since 2013 in our transformation process.
mp consulting is not a theoretical consulting company, but is in a position to actively support my Key Account Managers to immediately implement the new methods and approaches in the scope of real customer projects. This can only be achieved by the consultant, if he combines theory with real life best-practice, which is the case with mp consulting.
The "kam-network" is an exclusive forum for leaders in Key Account Management. Its mission is to share and promote knowhow and best practice in Key Account Management. The network was co-founded by mp consulting in 2012 and has since grown into an association of over 30 industrial companies. The highlight is a yearly 2-day symposium in which newest trends in KAM are discussed and “war stories” exchanged. An open communication is possible, as no competitors to existing members are allowed. For further information, please refer to http://www.kam-network.eu/.
Gerhard Herold, Berlin, and Artur Wagner, Heidelberg are the founders of mp consulting GbR.