Making KAM Work: influencing and resolving conflict

Making KAM Work: influencing and resolving conflict

Register for this event

Tuesday 5th March 2019, The British Library, 96 Euston Road, London, NW1 2DB

Queen Mary University of London logoSponsored 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

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?

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

 

Making KAM Work - British Library, London

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).

OR join as an individual member for just €150 and get this, and access to the AKAM Technical Workshop on 4th March (non member price: €125), 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.

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