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Introducing Key Account Management across Amey Utilities

Amey is a leading supplier of consulting and infrastructure support services both in the UK and internationally that has five divisions. Journey4 was invited to work with its Utilities division to advise on the introduction of Key Account Management across the Division as part of its growth strategy for 2020-2022.

We designed and implemented a pilot project, introducing Key Account Management (KAM) in 4 key strategic accounts across the Utilities Division, two of which were in the Water sector and two in the Power sector.

Reporting directly in to a member of the Executive Management Team, we reviewed best practice across Amey’s other Divisions as well as applying world leading account management processes, such as Miller Heiman, before designing a new KAM template.

We undertook workshops with Business Directors and key account leads introducing the purpose and benefits of key account management before embedding the new process across the four key accounts. We worked closely with each account team, supporting and mentoring the teams to help establish the systems and processes to support the ongoing development of the Key Account Plans.

We completed reviews of each Key Account plan with the Business Directors before reporting back to the Divisional Executive team with recommendations for the roll out of the process across the whole Division.

Neil Cooney, Account Director, Yorkshire Water commented:The KAM plan we have created has enabled us to focus on areas of the client relationship that wouldn’t normally be present,  and it’s created some really powerful strategic actions for all the members of the team. The KAM plan will form part of our daily routine and be reviewed at monthly contract reviews.

I personally, have found the KAM project extremely useful and enjoyable. Stuart Webster (Journey4) was excellent in facilitating the workshops, through his knowledge and personality, getting everyone motivated to contribute and really buy in to the benefits a KAM plan can bring