The ‘Next’ Normal, a KAM Industry reflection with Warwick Brown

In this episode…

Are you ‘ready’ for getting back to normal? And…what is normal?

For many of us, the effects of the pandemic have been going on for so long that we can’t quite remember what normal is anymore.

So, as we start to ‘unlock’ society, here in the UK, and begin thinking about how we will reengage with our key accounts, many of whom we won’t have seen for over a year, how ready do you feel to ‘hit the ground running’?

Have you thought about who you need to see first, what you want to achieve and how you will need to adapt?

In this episode of KAMCast I welcome back my good friend and fellow KAM activist, Warwick Brown, as we set about answering some listener questions and talk about some common themes we are hearing with our clients at the moment.

Our aim for this episode is to pause and reflect on what we may need to do – to be “match fit” for the NEXT normal, and fast track the performance of our most important accounts.

Highlights from this episode:

David would really be really interested to hear what your thoughts are on this topic, when you are finished listening to this episode. (Email him and let him know. Also – has it spurred another topic you would like to hear on the Podcast, in an upcoming episode? Have more burning questions? Let David know.)

Warwick and David get into a great discussion on:

• How we best engage with C-Suite decision makers going forward?
• How we can sense check our understanding of the decision-making process and fill any gaps we might have? (Post-Covid changes)
• What the next normal will look like and what will we need to adapt and change as we re-emerge into society

Whatever you are planning next when it comes to engaging with your key contacts, and however close you feel to a sense of normality, we’d really encourage you to hit the pause button and reflect.

Use these prompter questions to sense check your strategies, systems and your team’s skills:

1. What can you do to be more intentional and impactful in your client interactions?
2. How will you approach engaging key decision makers you are yet to meet?
3. Do you have a clear view and understanding of the decision-making structure in your key account’s organisation?
4. How are you going to managing the transition, continuing to be mindful of social distancing, without becoming ‘socially awkward’?
5. What ‘traditional’ practices will now become tactical for you?

Maybe you can really relate to the challenge of engaging with C-suite execs, so there’s an extra question to ask:

• What changes do you need to make in your approach to improve your impact when building new relationships with high level decision makers?

Like anything we talk about on KAMCast, I really value those opportunities for honest reflection before deciding what to do next. My wish is that something we have talked about in this episode has triggered and ignited some positive action for you. If it has let us know…please!

Find out more about my guest: Warwick Brown

Warwick is a Key Account Consultant and Founder of The KAM Club, has led business development and account management teams in Australia and Europe for more than 15 years. He has worked with some of the world’s most prestigious firms including Merck & Co, Deutsche Bank, McKinsey & Company and Vodafone.

His mission is to support in-house KAM Professionals with the right advice, tools and learning resources to boost their results. He also spends time educating organisations about the importance of leveraging the power of key account management which in turn to accelerates higher performing KAM Professionals, improved client retention and increased revenue.

You can find out more about him on his website, connect with him on LinkedIn or follow him on Twitter. You can find out about his learning community, The KAM Club as well.