COMPANY PROFILE

KAMguru helps you to develop profitable partnerships with your most important customers.

Our work is built around the “first rule of business” i.e. “look after your most important customers before someone else does!”

We help you stand out from your competitors (rather than stand up to them) by working as an exceptional “business partner” rather than an efficient “supplier”.

OUR COMBINED EXPERIENCE

0
YEARS
Key Account Management
0
YEARS
Sales Consulting
0
YEARS
KAM Auditing
0
YEARS
Business Training
david-v

David Ventura

KAM Speaker and Coach

Our key account management (KAM) work starts
in the boardroom where we:

  • Spend time really understanding your business, your objectives for the future and your needs

  • Understand where key account management “fits” in your thinking

  • Build measurable performance indicators to ensure we meet and exceed your expectations at every stage of a project

A typical KAM project has three phases:

 

PHASE ONE:

A ten-point health-check workshop to examine the clarity and understanding of KAM within your business and discuss the three P’s i.e. its purpose, principles and processes

  • Examining the message you send to prospects and potential key accounts
  • Working as a partner not a supplier – building the partnership indicators
  • The four stages of the value ladder
  • Auditing the feelings and perceptions of your key accounts
  • Exceeding the key account’s expectations at every stage
  • Becoming an expert in their world
  • The role of an account manager today
  • Promoting KAM as a team sport within your business
  • Situational account management – round pegs for round holes
  • Mobilising and deploying the big guns i.e. the senior team

PHASE TWO:

Building the plan – a simple and effective tool that links together the Intelligence, Intentions and Implementation plan for each key account. These plans can then be shared with team members directly involved in supporting key accounts, or with other support staff indirectly involved.

PHASE THREE:

Developing your PEOPLE – improving their relationship building skills to ensure that they are working in a spirit of partnership with a consultative style.

THE OLD BAD WAY

PROJECTION SELLING
  • COMPETITIVE
  • TENDS TO WORK ALONE
  • SHORT TERM WIN-LOSE VIEW
  • "GIFT OF THE GAB" - TALKS ABOUT HIMSELF
  • FIGHTS FOR A SLICE OF THE CUSTOMER'S CAKE
  • FOCUSES ON FEATURES, BENEFITS AND COSTS
  • CREDIBLE WITH 1-2 FAMILIAR MAIN CONTACTS

THE NEW RIGHT WAY

CONSULTATIVE STYLE
  • COLLABORATIVE
  • TEAM PLAYER
  • LONG TERM WIN-WIN VIEW
  • ENCOURAGES CUSTOMERS TO TALK ABOUT THEMSELVES
  • HELPS THE CUSTOMER TO CREATE A BIGGER CAKE
  • FOCUSES ON BOTTOM LINE ROI AND VALUE
  • CREDIBLE WITH ALL DECISION MAKERS AND INFLUENCES
  • Competitive

  • Collaborative

  • Tends to work alone

  • Team player

  • Short term win-lose view

  • Long term win-win view

  • ``Gift of the gab`` - talks about himself

  • Encourages customers to talk about themselves

  • Fights for a slice of the customer's cake

  • Helps the customer to create a bigger cake

  • Focuses on features, benefits and costs

  • Focuses on bottom line ROI and value

  • Credible with 1-2 familiar main contacts

  • Credible with all decision makers and influences

Our researched and tailored training programmes are designed to develop the following skills:

  • Business planning
  • Winning new potential key accounts
  • Developing existing key accounts
  • Proposals
  • Presentation skills
  • Negotiating skills
  • Leadership
  • Time management
  • Working with different buyer personalities
  • NLP

KAMguru and Business Pulse have a long, successful pedigree and track record of delighting customers by exceeding their expectations and providing an excellent return on investment.

For more than twenty years, over 95% of the company’s business has come from referrals and recommendations from happy customers.

How do we differ?

01.

The journey from strategy to reality is rarely straightforward.

We are a highly effective implementation consultancy and are committed to transferring our tactics, tools and techniques from your boardroom, through the training room to your real world in the field.
“Ten new ideas are good but one put into practice is even better!”

We believe that the most important part of a two-day programme is “day three” and our emphasis is on your output, not just our input.

We offer one-to-one coaching clinics where your people would discuss progress with us and build actions for the future that would take them closer to achieving their key account objectives.

02.

We work as partners, not suppliers.

There are times when we are nurturing and supportive and there are times when we rigorously pursue agreed objectives.

We like to work closely and confidentially as a dotted-line member of your management team.

“People hate to be taught but they love to learn.” Therefore the active involvement of your people and ownership of any action plan is key to our process.

“If people help plan the battle they don’t battle the plan!”

TESTIMONIALS

  • “Phil Jesson’s ideas on ‘account management as a team sport’ helped us through the minefield of 48 decision makers and influencers – in one account! The model was then used for another 19 accounts where cross-selling opportunities were identified and exploited with great success”

    Nick Hurrell
    Business Development Director, Hogg Robinson
  • “Phil Jesson worked quickly to understand the intricacies of our market place and develop the tools needed to improve our joint venture partnerships – we saw immediate results and Phil is to be congratulated on his hard work, inspiration and enthusiasm – we could not have done it without him”

    Bankie Williams
    Operations Director, HomeServe
  • “We used Phil to help us develop a team-based performance culture within the business. The project helped to cement relationships, aid customer retention, motivate our managers and identify commercial opportunities within our key accounts – a great success!”

    Tom Machin
    Director General, British Printing Industries Federation
  • “We flew 20 of our most senior executives into Heathrow to work with Phil for one day on the strategic account management implications for a global account. It was a great success – we produced country and global plans and created a team of like-minded people with the competence and commitment needed to produce the desired results”

    Ken Butt
    Chairman Europe, Tibbett and Britten Group
  • “We are a multi-national business serving airlines in 12 countries and 92 locations. Phil helped us to focus on the key elements in these complex and multi-site relationships – his simple but impactful tactics, tools and techniques have given Servisair a distinct competitive edge in a dynamic market place”

    Keith Purdom
    Sales and Marketing Director, Servisair
  • “As part of plans to differentiate ourselves in our market place we asked Phil to help us develop leaders, not bosses, and to position ourselves as business partners, not suppliers. In both cases we were successful and picked up 20% of the market over a three year period. Phil was directly involved and should be recognised as the catalyst, facilitator and motivator that took us there”

    Steve Richardson
    Sales and Service Director, ATS Euromaster / Michelin
  • “Phil helped us develop the skills needed to make a greater impact to sell and work at board level with our presentations and proposals. He managed to convert some very senior people to his way of thinking – a challenge in itself – and helped us produce some fantastic, sustainable, results”

    Gabi O’Rourke
    Training Director, Grant Thornton