Applying KAM to Your Specification Strategy
Key Account Management (KAM) is a tailored specification sales approach, that allows you to work more efficiently with chosen construction clients. KAM is not a simple buyer-seller relationship. It is a professional sales approach, which involves the construction supplier and client’s business working together to gain understanding of each others business and achieve common goals. It means that the construction product manufacturer works with the client’s Architects, Engineers and Contractors to support correct design, good product availability and correct installation.
Identifying your key construction clients allows you to work with their Architects, Engineers and Contractors, taking a more holistic approach to your specification strategy. Key Account Management (KAM) allows you to build in efficiencies that result in cost savings for both parties.
By entering into KAM relationships you will:
- build stronger relationships with your construction customers
- gain an advantage over your construction competitors
- reduce the issue of price (because of the value you provide)
- encourage customer loyalty
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