5 Ways Companies Sabotage their KAM Efforts
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Vikram A Munshi Strategy & Leadership Consultant WhiteSpace TM Consulting & Capability Building 5 Ways Companies Sabotage their KAM Efforts © Vikram A Munshi 2013
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KAM is one of the bandwagons Pharma Companies amongst other is jumping on. While the intent may be laudable , they normally land up tripping on their own shoe laces mainly in 5 ways. The 5 common ways are mentioned in the presentation
Transcript of 5 Ways Companies Sabotage their KAM Efforts
Vikram A Munshi Strategy & Leadership Consultant
WhiteSpaceTM Consulting & Capability Building
5 Ways Companies Sabotage their KAM Efforts
© Vikram A Munshi 2013
© Vikram A Munshi 2012
A few Dimensions of KAM
© Vikram A Munshi 2012
5 Ways Companies Sabotage
their KAM Efforts
© Vikram A Munshi 2013
Method 1
© Vikram A Munshi 2013
Aligning the KAM Interface
But Not the Organization
Align by
© Vikram A Munshi 2013
ETDBW1
Ref : Michael Hammer
Easy to do Business With
Method 2
© Vikram A Munshi 2012
THOUGHT
ACTION
© Vikram A Munshi 2013
Staff with Stars
KAM a part of Corporate Strategy
Top Management Weight
© Vikram A Munshi 2013
Method 3
Incorrect Measures Of Effectiveness
© Vikram A Munshi 2012 © Vikram A Munshi 2013
Use the
Right Metrics
© Vikram A Munshi 2012
Method 4
KA Lifecycle Program
(or the lack of it)
© Vikram A Munshi 2013
© Vikram A Munshi 2012
From Transactional….
….To Collaborative
© Vikram A Munshi 2013
© Vikram A Munshi 2013
Method 5
Model T Approach to
Value Delivery
Identify Customer Needs to…..
...Create Innovative Solutions
To Summarize
1. Align your company
2. Walk the Talk
3. Use the Right Measures
4. Have a KAM Life Cycle Plan
5. Create Innovative solutions for customer need
© Vikram A Munshi 2013
Thank You
© Vikram A Munshi 2012
