Integrated KAM
Background
To considerably increase business in a long-term customer relation between an international engineering company and an international technology consultant.
Solution
An integrated collaboration between the parties (IKAM) with great openness, common project organization, common core values, common development of new guidelines for technical disciplines, methods and control, as well as a common website.
Results
The engineering company increased its confidence and strengthened its offering to its customers and thus its own profitability.
The technology consultant got what it wanted: an integrated partnership with 50 per cent of the engineering company’s total purchases of the advanced technical service.