Amey KAM
About the project
Large scale transformation in the approach to managing client relationships and positing for key deals
The Challenge
The business had ambitious growth aspirations, both in terms of re-securing existing contracts and targeting new strategic pursuits in their pipeline. KAM was also noted as a particular area for development in a maturity benchmarking workshop with the work winning leadership group.
The Solution
A maturity benchmarking exercise defined a need to focus more on long range capture of pursuits, delivered through a single consistent bid process.
Jeremy delivered two Key Account Management and Capture Management training programmes with 60 leaders from across the various business units. We brought this leadership community together over 6 training days covering KAM and Capture respectively at the clients offices in Birmingham.
The Result
Capture has been positioned as a critical initiative in the work winning cycle, firmly on the dashboard of the business leadership and work winning community.
“The work we did with Jeremy provided a comprehensive overview of the key building blocks of KAM and Capture. It also raised awareness around some of the critical elements of pre-tender activity that we needed to focus more on. This set us off in the right direction and has acted as a solid foundation for the good work we are now doing to achieve our growth aspirations”.
— Jeff Hill CP APMP, Work Winning Director, Amey
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