Key Account Management is more important than ever: companies need to do their very best to take care of their most important clients. However, business environment is not the same as it was two years ago: for instance virtual is here to stay and there is a lot of uncertainty in Europe. Thus, KAM today seems to be challenging for majority of clients.
Recently, we asked decision makers what they see as the greatest challenges in their key account management activities. While customer understanding and collaboration were quite naturally on top of the list, also internal capabilities were seen very important.
Key Account Management and Client Relationships | Metso Outotec
Annami Toukoniitty from Metso Outotec and Ville Tiainen from Deloitte discuss how important it is to:
Key Account Management and Client Relationships | Valmet
Toni Saarnio from Valmet and Miikka Vartiainen from Deloitte discuss what are the main KAM success factors at Valmet:
Well-defined sales practices enable customer experience and value | Metsä Wood
Henrik Söderström, SVP, Sales & Marketing, Metsä Wood and Katri Hietala, Head of Sales Excellence, Deloitte discuss what is the benefit that can be delivered to the customers by doing well-defined customer categorisation and defining service levels.
Better value can be generated with: