More Effective KAM skills: Flint Group

Key Account Management: Skills Development: Flint Group

Group workshops and individual coaching for experienced senior key account leaders, commercial and technical managers.

With a mission to be the ‘best performing supplier to the printing and packaging industries as measured by our customers, shareholders and employees’ Flint Group is passionate about delivering value to its customers and driving its own growth.

One of the largest suppliers to the printing and packaging industry world-wide, 2017 revenues were €2.2bn.  It is privately owned by Goldman Sachs in partnership with a subsidiary of Koch Industries, Inc.

Brightbridge were engaged by the Commercial Director Global Sales and Operations, with who we have a long-standing relationship, to work with the experienced senior key account team. With such an experienced group, the emphasis was placed on reminding and refreshing them of best practices and ensuring the frequent actioning of these. We also delivered new ideas and tools to further more effective and efficient approaches.

Across the Spring and Summer of 2019, a number of workshops have been run concentrating on productive relationship development, building and presenting compelling value propositions and refocusing resources through better time and self-management. We wanted to remove  the inefficient behaviours that easily creep into the buzz of a competitive market place and upgrade actions and focus.

Before the workshops each person has been engaged one-to-one to understand their requirements and build engagement behind the programme.  Coaching sessions between workshops have concentrated on embedding appropriate approaches and addressing market challenges.

The sessions concentrated to linking the high level of product and industry know-how held by the managers with more advanced key account management approaches.  Both areas build on each other.

In a very competitive market addressing real market challenges and building the confidence of the team to better address these has been an important step forward. Some redesign of the structure of the key account teams has subsequently taken place to sharpen performance.