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SUMMARY:How to engage clients in a world of overwhelm
DESCRIPTION:This session explains why the relationship quality is the hidden multiplier behind the success of every account strategy\, account plan\, and sales activity in strategic accounts.\n\nA few relationship factors that reliably increase access\, alignment\, speed of decisions\, and value creation are presented\, as well as what typically blocks them. \n\nIt is about alignment\, expectations\, and common rules of engagement – exploring “How can we grow together?”\, “Where do we both align and benefit?” and “How do we deal with different interests?” The relationship needs to grow as a partnership\, not a battlefield.\n\nA simple method to assess the depth and quality of the relationship will be presented\, as well how to leverage these insights to define concrete actions for the account team.\n\nA real-life case study will illustrate the use of the presented concepts: how Global Risk Management and factory audits helped reduce the risk of fire at the locations of a global strategic account\, and opened multiple doors for a deeper strategic collaboration.								\n				\n					\n		\n					\n		\n					\n		\n					\n		\n					\n		\n					\n		\n				\n						\n					\n			\n						\n						\n					\n			\n						\n				\n					Speaker:				\n				\n				\n						\n					\n			\n						\n				\n																														\n				\n					\n		\n				\n			\n						\n				\n					Martin Riedel				\n				\n				\n				\n					Founder Martin Riedel Consulting\, Associated Partner Valuecreator				\n				\n					\n		\n					\n		\n				\n						\n					\n			\n						\n				\n									Martin Riedel is a senior Global/Key Account Management expert\, speaker\, and consultant with 30+ years in industrial B2B. He advises GAM/KAM and Sales leaders when strategic accounts need clearer alignment\, better access\, and sustainable value growth.As founder of Martin Riedel Consulting and an Associated Partner at Valuecreator\, he helps organisations build and scale GAM/KAM programs\, coach account teams\, sharpen consultative selling\, and create truly strategic customer relationships.Previously\, he spent 25 years at Schneider Electric\, leading strategic GAM initiatives and building a new L&D program. He brings 20 years of hands-on experience as Global Account Manager for Nestlé and in leading Swiss-based GAMs. Martin has taught and presented on GAM at the University of St. Gallen\, IMD Lausanne\, and AMC St. Gallen (GAMPRO)\, and holds degrees in Electrical & Automation Engineering and International Management.
URL:https://akam.org/event/how-to-engage-clients-in-a-world-of-overwhelm/
CATEGORIES:Member Webinar
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LOCATION:https://akam.org/event/how-to-engage-clients-in-a-world-of-overwhelm/
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