Making KAM work: Influencing and resolving conflict

Queen Mary University of London logo
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 asked for this workshop! Our strong line-up of speakers/session leaders tackled 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

Making KAM work - Prof. Stephan Henneberg

  • 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

Making KAM Work - Dr Brit Van Ooijen

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

Making KAM Work - Kristian Kaas Mortensen

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?


Sign up here to receive 6 issues per year of the AKAM Bulletin, completely FREE!

The Bulletin is a unique publication containing valuable and insightful articles about KAM principles and practices, plus news of AKAM’s events and activities for people in all KAM roles - corporate, expert/academic or consulting.

Signing up means you agree to receive information from AKAM about KAM education and our events and activities supporting your KAM career. Your information will not be shared with any third parties.

Thank you! You have subscribed to our bulletin.