Focusing Key Account Management through collaboration
Friday 2nd September 2022
12:15-1:15 p.m. CET/11:15-12:15 p.m. GMT
David E Hawkins | Institute of Collaborative Working Chief Operating Officer & Knowledge Architect
Truly exploiting the benefits of Key Account Management has to be based on changing the dynamics of the relationships with clients to a more holistic engagement.
Collaborative approaches broaden the capability of organisations to respond to (pull) or propose (push) more complex propositions to meet the demands of the market or specific challenges. All too frequently in the public and private sectors seek to use the term ‘collaboration’ as a catchall solution or magic panacea for the challenges that they face. Whilst in its dictionary definition ‘’the act of working with another person or group of people to create or produce something’’ is fine but in order to translate into action we delve further;
- Collaboration without context is just an aspiration
- Collaborative without setting expectations is wishful thinking
- Collaborative behaviour without definition provides no measure of reality
- Collaborative working without rules of engagement is chaos
David E Hawkins
Institute of Collaborative Working Chief Operating Officer & Knowledge Architect
David has an extensive career in projects and procurement within the construction and manufacturing industries for over 40 years. Providing insight into the many organisational and cultural challenges that projects and global operations generate. An active promoter of collaborative concepts and the development of extended enterprises through the building of alliances. He is the architect of the CRAFT programme, the technical author of the British Standards Institutions' PAS 11000 collaborative business relationship standard, first published in 2006 and chairman of the BSI committee.
AKAM's next webinar:
Friday 7th October
What makes a high-performing key account manager?
Thierry Josselin | Key Account Manager of the Year, 2021 | Open webinar