About Bruce Stephens
CEO, Founder
My name is Bruce Stephens and my passion is delighting global customers. Over the last three decades I have had the good fortune to serve some of the world’s greatest manufacturers in the electronics industry. Now I am sharing my deep insights and proven expertise in global key account management so that you can build lasting partnerships with your customers.
Global Key Account Management Matters
Today’s markets for high-tech products are hyper-competitive. The demands customers place on approved vendor listed (AVL) suppliers have never been higher. The role of the professional global key account manager is now vitally important to a successful business. Selling components and services in electronics manufacturing, for example, involves many touch points – not only original equipment manufacturers (OEMs), but original design manufacturers (ODMs), engineering consultants, test houses, distributors, and contract manufacturers (CEMs/EMSs), as well as the stakeholders in the vendor’s own organization.
Many of them have locations across the world. Contacting and negotiating with all of them requires skill and sensitivity to work effectively across different company functions and diverse cultures. Fortunately, the essential skills and sensitivities can be learned and GKAM Consulting is here to teach them.
The benefits to a company which executes global key account management well are many:
Win/Win
Customer and vendor benefit from improved relationships through faster, frictionless contact and communication at all levels, leading to higher share of mind, resulting in higher share of spend.
Positive Financials
Results show in increased account penetration leading to growth in sales revenues, better cost control, and improvement in the bottom line.
Deeper Engagement
Coordination between partners leads to closer alignment
worldwide, driving value and innovation for stakeholders.
Higher Performance
The vendor’s sales organization is motivated to achieve its sales targets and customer TQRDCE metrics.
Client Retention
Investment in a dedicated customer advocate or team leads to greater trust and credibility, translating into higher rates of client retention.
Coaching
Developing behaviors and processes of novice or experienced key account
salespeople to reach their full potential with global customers.
Training
Teaching key account sales people the specific skills they need to successfully
manage global customers.
Representation
Presenting your product and service offering to your chosen global
customers as part of your sales team.
Companies & People I’ve Worked With
Bruce has always been the epitome of Key Account Professionals and has been a great role model for our sales team.
It was always my experience for many years that Bruce’s knowledge in “Mechanical/Thermal applications and related materials” proved to be very helpful to us while in the middle of New Product Design Cycle.
Bruce has leveraged his worldwide relationships and contacts to help my team develop new innovations in our hardware designs.