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    KAM - in Growing Organ Is at Ions by Kazim Ali Khan Ma Foi

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    Kazim Ali Khan
    The document discusses the "How" of Key Account Management (KAM) for a growing organization. It outlines several strategies for KAM, including focusing on specific sectors or practices, investing for growth while maintaining market position, and developing a work plan that includes tasks, processes, and building relationships. The document emphasizes the importance of understanding client needs, recognizing potential issues, managing conflicts, and measuring results within a framework in order to enhance service delivery as the organization grows.

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    KAM - in Growing Organ Is at Ions by Kazim Ali Khan Ma Foi

    Uploaded by

    Kazim Ali Khan
    37 views18 pages
    The document discusses the "How" of Key Account Management (KAM) for a growing organization. It outlines several strategies for KAM, including focusing on specific sectors or practices, investing for growth while maintaining market position, and developing a work plan that includes tasks, processes, and building relationships. The document emphasizes the importance of understanding client needs, recognizing potential issues, managing conflicts, and measuring results within a framework in order to enhance service delivery as the organization grows.

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    KAM - In Growing Organ is at Ions by Kazim Ali Khan Ma Foi

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    The document discusses the "How" of Key Account Management (KAM) for a growing organization. It outlines several strategies for KAM, including focusing on specific sectors or practices, investing for growth while maintaining market position, and developing a work plan that includes tasks, processes, and building relationships. The document emphasizes the importance of understanding client needs, recognizing potential issues, managing conflicts, and measuring results within a framework in order to enhance service delivery as the organization grows.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
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    37 views18 pages

    KAM - in Growing Organ Is at Ions by Kazim Ali Khan Ma Foi

    Uploaded by

    Kazim Ali Khan
    The document discusses the "How" of Key Account Management (KAM) for a growing organization. It outlines several strategies for KAM, including focusing on specific sectors or practices, investing for growth while maintaining market position, and developing a work plan that includes tasks, processes, and building relationships. The document emphasizes the importance of understanding client needs, recognizing potential issues, managing conflicts, and measuring results within a framework in order to enhance service delivery as the organization grows.

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    of 18

    “HoW” of KAM - Growing organizations

    Kazim Ali Khan Ma Foi Randstad India


    KAM - Extra radial for more mileage

    1. Growing company with diverse service portfolio


    2. Dilemma of Service Delivery Enhancements
    3. Strategy – Sector/practice specific focus
    To focus - Accounts and not clients
    If that so…
    Focus
    1. Investing for Growth
    2. Maintaining market position
    3. Managing for earnings
    4. Priority or Opportunitistic development

    Strands of business strategy – in a growing economy


    But important is…How
    1. Mind sharing
    2. Articulating need (e.g. what it isn’t)
    3. Understanding workmanship – KAM resources
    4. Recognizing landmines
    5. Developing work plan – Task, process &
    Relationship
    6. Measuring results with framework
    Role

    • Conflict Management
    • Relationship focused
    Not necessarily…

    1. Acquiring clients per se


    2. Extension of selling process
    3. Failure reporting source
    4. Claim/credit processing
    5. Adjudicating mechanism
    Boundary Spanning

    1. Focus Areas with expectations


    2. Subject of Conflict
    3. Line of Responsibility
    4. Role holders
    Landmines
    1. Role of KAM
    2. Accountability Matrix
    3. Alignment with business
    4. Turf claims and role holders
    5. Positioning of KAM – Business ops
    Work plan
    Framework (o-w-p)
    Parameters Client Consulting Co.

    Opportunity

    Willingness to work

    Propensity to invest
    Interest

    Services Expectations Role


    Common Conflict

    SBU I

    SBU II

    SBU III
    Conflict Nature freq Source Type Criticality

    Behavioral, interpersonal,
    technical, critical Culture, Role, Task, relationship
    incidence etc.. Communication etc. or process
    Service charter..?
    1. Classify – Portfolio of Accounts ?
    2. Investigate – Perspectives ?
    3. Build – Bridges ?
    4. Develop – Work plan ?
    5. Secure - Buy in ?
    6. Focus – Honoring commitment ?
    7. Measure – Contribution!
    Thank You!

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