Monday, 4th March, 2019, 13:15 – 17:00
Regus Offices, 1 Northumberland Avenue, Trafalgar Square, London, WC2N 5BW
Workshop Lead: Alistair Taylor, Brightbridge Consulting
Have you ever emerged from a negotiation wondering how and why did it all go wrong? It’s not just selling negotiations that can be brutal – securing enough resources internally or making the right decisions for your customer can be just as difficult. Even in close KAM relationships and great KAM programmes, negotiation plays a critical part.
At this intensive small group ‘AKAM Technical’ workshop you will learn approaches to Negotiation in KAM to refresh and add to your skills, whether as a Key Account Manager or KAM Programme Leader, to achieve better outcomes for your key accounts.
This interactive session will cover:
- Identifying your key challenges
- The negotiation value map
- Principled negotiations – for sustained relationships
- Seven-step negotiation framework to guide action
- Appreciating your customer/client needs and strategies
- Changing the ‘game’
- Negotiation know-how as an organisational capability
- Handling expected tactics and behaviours
- Building resilience for results
Alistair Taylor has spent 25 years raising performance through key account management. His career blends senior leadership roles within and providing consulting advice to top global consumer and B2B organisations. In roles ranging from sales and marketing management within PepsiCo, dealing with powerful retailers, to a five year position as Group key account management Director within a £5bn engineering group, dealing with big customers e.g. GE, Ford and McDonalds, he has helped double profitability.
Today as Managing Partner for a consultancy with clients in health, engineering, services and even diamonds, Alistair delivers programmes including negotiation coaching in Europe, the US, Asia, Africa and South America. He has worked with Board members, commercial leadership, key account teams, sales management and connected with purchasing groups to guide and deliver their success in challenging situations. Alistair is a Board Member of AKAM and recently gave a case study presentation in Amsterdam.
Register here to reserve your place for €125
OR join as an individual member for just €150 and get this, and access to the ‘Making KAM Work’ Workshop on 5th March (non member price: €75), and the next 12 months’ of meetings FREE, plus access to materials you can download to help you diagnose, apply and learn more about KAM. Then you can log in to the Member Resource Centre and use FREE meeting registration – NB Existing members, go straight to FREE meeting registration.