Roles we benefit

We worked with a global construction materials organisation in the infrastructure market to revamp their global account methodology and make it simpler and more operational. This involved a series of workshops with their team and support for the KAM Programme Director in adapting various tools and processes.

We supported and coached global account managers to mobilise their global organisation and build their first Global Account Plans.

Outcome: The company realized an increased dynamic for the initiative along with improved communication among the GAMs and local organisations. In less than two years, the programme generated a portfolio of projects exceeding 250 M€.

For a Division in charge of managing Roads & Airports Concessions and engineering mobility and renewable energies solution, drove a collaborative modelling of the Business Ecosystem of each line of business, defined strategic positioning messages and created a content strategy aligned with each sales process

We conducted an audit of the existing KAM programme melding face-to-face interviews with online surveys targeting various audiences. We also conducted a deep dive analysis of a few  selected strategic customers. We then presented detailed feedback on the strengths and weaknesses of all elements of the organisation’s KAM system and practice. This proposal included a roadmap outlining improvement measures they could implement right away. Collaborative workshops were also conducted with the leadership team to finalise the improvement roadmap and to prepare for implementation.

Outcome: The company realized continuous improvement of its KAM practice as measured by the quality of its account plans along with noticeable relationship improvements and revenue growth with several of its key accounts.

We enabled the development of a country-level KAM initiative for a global construction materials organisation. We also co-created a KAM Methodology and designed the associated playbook. This included a series of strategy and organisation workshops followed by implementation workshops in five countries throughout Europe and North Africa. 

Outcome: The KAM approach took off in all supported countries, with the central support team now able to maintain similar initiatives in other countries. In just 18 months, more country organisations began their structured KAM programme with a clear methodology than had been accomplished in the 10 years prior.

Following a sales performance audit, we co-created a solid sales process for a German-based financial services organisation. We also contributed to the specification of the CRM including sales process stages, progress, results KPIs, and a dashboard. Finally, we analysed and improved the company’s account management practice, revamping the associated tool and developing a playbook.

Outcome: The organisation realized homogenisation of their account management practice, gained greater visibility into the funnel of opportunities, improved win rates, and achieved their revenue goals.

For a small consultancy focused on the transformation of core business processes including finance, HR, and supply chain and struggling to grow existing accounts, we introduced a simple account planning methodology with the associated tool kit and conducted training for senior consultants.

Outcome: The organisation accelerated first account plan development and realized measurable business growth across a number of accounts despite a difficult environment.

We regularly conduct training sessions for key account managers at small, mid-sized, and large organisations across a broad span of fields (industrial, utilities, engineering, business services, information technology, agencies, financial services, …). Programmes span two to six days in length and involve case studies, role playing, and personal projects. The training path and content and the associated  tools are always customised to the company’s specifics. Sessions are conducted on both a face-to-face and remote basis.

We regularly conduct complex sales training for numerous sales representatives at small, mid-sized, and large companies within a broad range of fields (industrial, engineering, consulting, financial services, information technology, agencies …). Pedagogy involves a customised training content and tool kit, role playing, and participant collaboration. Sessions are conducted on both a face-to-face and remote basis.