Programs & Projects

Key Account Management (Open Program)

April 15, 2015 - April 16, 2015

Overview

Over the last few decades, Key Account Management (KAM) has become a widespread approach to creating value in strategic customer relationships. Learn how world-class organizations adopt KAM to achieve competitive advantage and how you can do the same. Best practice KAM starts with defining in a key account plan the key parameters of the relationship with the customer. The next step is to reconfigure resources, balancing and harmonizing strategic and operational practices. A key part of a successful KAM program is the definition of the role of the key account manager, and the development of sound inter-organizational interactions. Overall, KAM is framed as the integral process to align supplier’s structures and practices to those of the customer to generate profitable, long-term relationships. View brochure at: http://wdi.umich.edu/ee/activities/open/Key_Account_Management.pdf


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