This site uses a number of third party cookies. By continuing to use this site you consent to the use of cookies in accordance with our Cookie Policy


Ireland’s first AKAM workshop hosted in DIT

Posted: 20 April, 2017

Key account management (KAM) is one of the most important organisational transformations to emerge across the globe in recent years.

DR Kate Ui Ghallachoir, Head of the School of Marketing, College of Business, making the opening address at the AKAM workshop.

KAM is a radically different organisational process used by business – to – business suppliers to manage their relationships with strategically- important customers. It has been shown to produce measurable results and to add considerable value to organisations who commit to it.   

The association for key account management (AKAM), currently headquartered in the School of Marketing in DIT, held the first ever workshop in Ireland for practitioners and academics in the Key Account management domain at the College of Business in Aungier St. on Thursday 30th April.  Over fifty delegates participated in four lively sessions throughout the day. Delegates travelled from all over the country and included participants from Combilift, Uniphar, Somex, Mann Engineering, Wood Group, D4H, Redmills, Surecom and Truly Irish to name a few. The event was also well supported by Enterprise Ireland who had three delegates present.

Dr Diana Woodburn, Chairperson of AKAM, Dr Anthony Paul Buckley, Assistant Head of School of Marketing and Board member of AKAM and Dr Kate Ui Ghallachoir, Head of School of Marketing, DIT

A significant number of delegates came from across the UK and Europe while one delegate flew in from the United Arab Emirates specifically for the workshop. Leading global firms such as John Deere, HIAB, Pfizer and Unilever were represented at the workshop as well as other UK and European firms including Fugro, Retail –in – Motion, Orbis and RM.

Dr Diana Woodburn, the Chairperson of AKAM and also external examiner on the DIT International Selling Programme and the MSc in Sales Management, noted that ‘the numbers attending the workshop far exceeded our expectations. It demonstrates, yet again, that there is a pent-up demand for knowledge on KAM and KAM practice and we in the Association are determined to be the ‘go to’ association for all things relating to KAM. Our website is rapidly becoming the portal of choice for the KAM community’.

The AKAM workshop in full flow at the College of Business, Aungier St campus.

Dr Anthony Paul Buckley, Assistant head, School of Marketing and company secretary for AKAM further noted that ‘DIT is a natural host for an association like AKAM which prides itself on its pracademic approach. AKAM, like DIT, is practice-based and research informed and therefore provides an appropriate forum for practitioners and academics alike to exchange ideas, research and next practice’.

Dr Kate Ui Ghallachoir, Head of the School of Marketing, opened the workshop and welcomed all the delegates to DIT. She reminded the audience of DIT’s heritage in the KAM area and also of DIT’s support for the association in its mission to ‘professionalise’ KAM.

Delegates working collaboratively to answer the key questions posed at the AKAM workshop in the College of Business, Aungier St, DIT

In addition to Dr Woodburn, Dr Lesley Murphy, School of Marketing presented on their academic research in the area, whilst Doug Gordon, Head of European Distribution,  Davy Asset Management and Dominykas Cibulskas, General manager, Walmark Baltic States gave the practitioner perspective.

AKAM will hold its annual conference in the College of Business, DIT on November 2nd, 2017.