This blog sets out to be of interest to those people who have to work in environments where complicated decisions are taken: complex sales, international account and project management, journalists, people interested in politics, jobseekers, etc. It’s also, we hope, going to satisfy the curious who’d just like to know a bit more about how their own relationships work, without a particular goal in mind.
From the KAM to the KEM: New management of Key Accounts
Business in B2B has long exceeded the limits of a single account, but until now there was no methodological approach to manage the extended ecosystem, nor a method to manage influence, which nevertheless makes the difference. between the first and the second on important matters.