BACKGROUND
After years of handling Key Accounts at a variety of levels, we started to investigate what made for really successful Key Account relationships in the consumer goods markets. We have experienced the highs and lows of Key Accounts - winning contracts and range reviews, losing range reviews, falling out with buyers, being recommended by buyers. The range of experience we have been through has provided a background to the theories we've learned, that gives them real life.
We've found that there can be a serious mismatch between the priorities of suppliers and customers, and what they look for from the Key Account process. Even where they agree on what is most important, they very often have very different perceptions of achievement, and even of the state of the relationship.
KAMpro has three main modules, any of which can be taken separately - although we believe it is important that all clients follow the complete process in order.