Tuesday 5th March 2019, The British Library, 96 Euston Road, London, NW1 2DB
Sponsored by Queen Mary University London
Key account managers have responsibility without authority – it’s the norm in KAM – and programme leaders also have serious challenges requiring high levels of political and communication skills. So many members have asked for this workshop!
We are pleased to offer a really strong line-up of speakers/session leaders to tackle these issues in a really interactive approach to making KAM work.
Prof. Stephan Henneberg – School of Business and Management, Queen Mary University
KAM/Sales management stressors: When it frustrates…and when it doesn’t
- KAM often results in (counterproductive) stress – but where does it really come from?
- Research shows that no single factor induces stress, it’s about different combinations of stressors
- So how do you achieve ‘non-stress’ i.e. mellowness? And should you try? It’s not just the flip-side of stress.
Dr Brit van Ooijen – Leader Coach and Programme Director, Brussels Campus, Center for Creative Leadership
The Catch 22 of KAM – influencing without authority
- Are you really as powerless as you feel? What sources of authority can you leverage?
- How should you exercise influence?
- What do you do when your needs impact someone else’s KPIs negatively?
- How do you come across as trustworthy to your stakeholders?
Kristian Kaas Mortensen, Director, Strategic Partnerships from Girteka Logistics, Baltic States
A case study in influencing – like when your key customer demands a massive price reduction
- What do you do?
- Who do you have to influence? Are they external or internal, or both?
- Who are the stakeholders and what drives them?
Kristian will lead you into this real situation and challenge you, working with other participants, to decide your approach. Then he’ll reveal what he did, what happened, and what was the final outcome.
Making KAM Work Agenda
| Time | Session |
|---|---|
| From 9:00 | Coffee |
| 9:30 | Welcome and agenda
Dr Diana Woodburn, AKAM Chairman |
| 9:40 | KAM/Sales Stressors: when it frustrates and when it doesn’t
Prof Stephan Henneberg, School of Business and Management, Queen Mary University, London |
| 11:10 | Research introduction |
| 11:20 | Break |
| 11:40 | A Case Study in Influencing: like when your key customer demands a massive price reduction
Presentation and group discussion Kristian Kaas Mortensen, Director, Strategic Partnerships from Girteka Logistics, Baltic States |
| 12:45 | Lunch |
| 13:45 | A Case Study in Influencing (continued)
Sharing conclusions |
| 14:15 | AKAM in 2019
Dr Diana Woodburn, AKAM Chairman |
| 14:40 | Break |
| 15:00 | The Catch 22 of KAM – influencing without authority
Dr Brit van Ooijen, Leader Coach and Programme Director, Brussels Campus of the Center for Creative Leadership |
| 16:30-17:00 | Discussion and close |
We recommend using the London Underground to travel to this venue. Nearest station: King’s Cross St Pancras
Register here to reserve your place for €75 (light lunch included).
NB Existing members, go straight to FREE meeting registration.
| Ticket Type | Price | Cart |
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