Nalin JayasuriyaGet your Key Account Management right
“Account management is the process of maximising the return on your investment in a customer by defining and actioning appropriate plans that will enable you to build on the present, to manage the future”
An account manager is a person in a business who is responsible for the management of the sales and relationship with particular customers. They are usually allocated particular customer accounts, especially key accounts that provide the most business.
What is Key Account Management (KAM)?
KAM is an approach which indulges developing long term relationships with strategic customers whose needs you to understand in depth, and for whom you develop a special offer with a differential advantage over the offers of competitors.
Fools don’t see impending danger
Increasing risks and probability of natural disasters
Consider the volcanic eruptions in Iceland and Congo, the destructive earthquakes that hit Christchurch, eastern Turkey and the East Coast of Tohoku in Japan, as well as the recent flooding in Thailand and one thing becomes clear about natural disasters – their risks, probability and consequences are higher than ever.
The recent flooding in Thailand appears to tell the same story. Considered as a “production hub” by a wide-range of industries, Thailand suffered from major economic drawbacks when severe flooding hit the country early last year, causing massive supply chain disruptions, particularly in the automotive and computer hard-disk drive sectors.
Measuring the impact of HR
Human Resource Management (HRM) is the function within an organisation that focuses on recruitment of, management of, and providing direction for the people who work in the organisation.
Human Resource Management is the organisational function that deals with issues related to people such as compensation, hiring, performance management, organisation development, safety, wellness, benefits, employee motivation, communication, administration, and training. In other words, it is all about managing resources that are human.
Reap without sowing?
Trust is the glue of life. It’s the most essential ingredient in effective communication. It’s the foundational principle that holds all relationships – Stephen R. Covey
‘Occupy Everything’
Political corruption: The definition
Political corruption is the use of legislated powers by government officials for illegitimate private gain. Misuse 
of government power for other purposes, such as repression of political opponents and general police brutality, is not considered political corruption. Neither are illegal acts by private persons or corporations not directly involved with the government.
Driving for ‘value’
Great ideas need landing gear as well as wings. So, before I would build a wall, I would ask to know what I am walling in or out.
Ideas are everything and the rest is housekeeping. Let us remember that ideas are one thing but to convert it to value is another. This is one main reason why several organisations face the problem of converting boardroom decisions into execution at the sharp end of the business.
Participative management: A dynamic process for organisational success
Obsolete definition of management We have grown up believing the textbook definition of ‘management’ described as ‘getting things done’. Perhaps, this definition is vague or too general that over the years several companies world-wide is struggling to deliver results as planned. We have seen several annual strategic plans ending in fiascos.
Getting induction right
Human resources management is the strategic approach to the management of an organisation’s most valued asset – the undeveloped potential of its people.
Your people are a direct link to your bottom line and as a business you need to foster a culture that offers encouragement, motivation and productivity. Your people have varying needs for career advancement, support and development to understand and fulfil their roles.
Why companies yearn for competency
Attention to human resources
In the management and organisational literature, as well as in practice, increasing attention has recently been paid to the importance of human resources in organisations. There seems to be a growing consensus that in many organisations these are the most critical of all resources.
Organisational sustainability
Organisational sustainability is the ability for a group of persons to endure the internal and external pressures of a culture, through change and innovation, as they endeavour to deliver their specific products.There are seven components to create organisational sustainability.
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