Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large customer relationship is still tacit, but today a more sophisticated business model is required. Customers and suppliers seek to co-create value – and KAM is the perfect way to achieve this.
Ask organisations to list the essential ingredients of a Key Account implementation and Key Account Plans will always feature on the list as an imperative part of Key Account Management (KAM).
Trust used to come with a senior job title. It was part of the ordinarypackage like a salary and pension. But trust in the authority of businessleaders has eroded and keeps on eroding – just as it has for othertraditional pillars like the bank manager, the headteacher and the policechief – to a point where creating and keeping hold of trust has becomeone of the biggest challenges for both new and established leaders. Whyis it so important? Because leadership depends on relationships and...
Hugh Lloyd-Jukes was a Guest Tutor on the April/October 2014 PTFL. Hugh is CEO of Oxehealth, a leading UK digital health business, and a serial entrepreneur.
The Reform think-tank report – claiming the use of the Apprenticeship Levy for higher qualifications is a “mislabelling” of courses – feels like an outsider’s view, remote from the realities of business needs.