Open Webinar 

Friday 2nd September 2022
12:15-1:15 p.m. CET/11:15-12:15 p.m. GMT
Clare MacDonald | NATS & Institute of Collaborative Working


Collaboration is key in KAM

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. Collaborative thinking allows organisations to apply their capabilities and resources to expand propositions, particularly working with key customers. But it’s not so simple. Collaboration between complex organisations with different start points can have amazing outcomes and/or stir up a hornet's nest of conflicts. Key account managers are positioned at the fulcrum of the relationship, so they must have a role - but what is it?

Clare McDonald, of the Institute for Collaborative Working and NATS, the UK's leading provider of air traffic control services, will share lessons learned from real collaborative projects.

  • Setting up a collaborative project
  • Keeping a collaboration on track
  • Pitfalls to avoid
Collaborative thinking is great, but not enough - in order to translate into action you need to go further.

Clare MacDonald

Head of Air Traffic Management Category & Supplier Collaborations

Clare leads NATS Air Traffic Management Category and is also accountable for Supplier Collaboration and performance. She heads up the development and delivery of commercially focused partnerships and collaboration strategies that deliver opportunities for NATS’ end-to-end Supply Chain. Clare also manages and develops strategic supply and/ or capability partner relationships to deliver measurable value improvement and innovation.

Hosted by:

The Association for Key Account Management

For more information:

Email [email protected]

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



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