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Key Account Management – Blog Series

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With changing dynamics and business models in the legal sector, Key Account Management (KAM) in firms continues to have a central business development objective. Increasingly, our Client Advising Team are working with several clients to help them devise a methodical approach to this discipline, which is in fact a fundamental part of any CRM programme. In this blog series, our APAC Client Advisor; Tennille Roache explains how to articulate the key components of a well thought through and consistent key account management programme.

A Methodical Approach to Key Account Management Delivers Success blog series image

A Methodical Approach to Key Account Management Delivers Success

Posted by Tennille Roache | Oct 04, 2019

With changing dynamics and business models in the legal sector, key account management in firms continues…

Tracking Key Account Management Programme Objectives is Vital blog series image

Tracking Key Account Management Programme Objectives is Vital

Posted by Tennille Roache | Oct 17, 2019

So, you have structured your key account management programme, carefully qualifying the clients and setting…

Review and Reflect to Keep Your Key Account Management Programme Relevant blog series image

Review and Reflect to Keep Your Key Account Management Programme Relevant

Posted by Tennille Roache | Oct 31, 2019

Do you know if your firm’s key account management programme is genuinely working? The only way to know is…

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About the Author:


Tennille has worked in business development and marketing for professional service organisations for over 12 years in various roles. These include event management, digital communications and business development operations. For five years, she focused specifically on InterAction, working with business development executives to align the database to business planning, key account programmes and marketing strategies.

Tennille also specialises in repositioning misunderstood (or failed) systems with business development teams and partnerships. At Lexis Nexis, she works with business development teams to adopt marketing and client relationship management techniques managed centrally through InterAction, to support the growth of professional service firms from domestic, office centric environments to connected global organisations. By aligning systems to firm goals, she helps firm increase user adoption within the fee earner community, ensuring the system speaks specifically to each lawyers needs and objectives. Her aim is to help streamline your processes and successfully report client growth, value add and return on investment back to the business.

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