What if your quarterly reviews became the meetings clients actually look forward to? The secret isn’t more slides—it’s flipping the script from backward-looking reports to future-building conversations.

James Ward from Clientshare reveals a 3-step rescue plan to transform QBRs from time-wasters into revenue-driving, trust-building power sessions.

Discover how top performers use ruthless focus, one-page magic, and client collaboration to make reviews their #1 growth engine.

Highlights

(Transformative tactics with timestamps)

• (0:00) From Chore to Growth Engine: Why QBRs are your secret weapon for expansions & renewals
• (1:00) The New Reality: How remote work made strategic reviews more valuable than ever
• (2:55) Measure to Treasure: 5 simple metrics that predict revenue risks & opportunities
• (4:07) The 3-Question Filter: Cut fluff! Every slide must answer: What? So what? What next?
• (6:14) Data on a Diet: Replace 80% of slides with one visual dashboard (Power BI/Tableau)
• (8:08) Feedback in Real-Time: Get client scores during the meeting—not weeks later
• (11:20) The Golden Framework: Measure → Build → Deliver (steal this blueprint)
• (16:00) Brevity Wins: Why “one page = one hour” is the elite account manager’s mantra

Resources

(Tools to build better QBRs)

• Your Business Reviews Suck (And Your Customers Know It): Check out Part 1 of the series to find out the problem with QBRs and why clients think they're a waste of time.
• Clientshare QBR Hub: Expert content on how to build the best business reviews.
• Quarterly Business Review Best Practices: Watch this video for nine ways to transform your QBR from boring to brilliant.
• James Ward on LinkedIn: Follow James for more tips on creating growth focused business reviews.

Your QBR Rescue Mission

(Start today in <10 minutes)

1. Slash & Simplify: Apply the “What? So what? What next?” test to 3 slides in your next deck.
2. Send Early, Win Big: Share decks 3 days pre-meeting with: “Come ready to discuss page 5!”
3. Ask the Magic Question: End with: “What’s one thing that would make our partnership unstoppable?”
4. Track What Matters: Note attendance, feedback scores, and action follow-ups in a simple spreadsheet.

Join the QBR Revolution

“Stop reporting history. Start building futures.”

• Become a QBR Hero: Join 100+ KAMs in The KAM Club → Live coaching + template library + deal playbooks

Your next review could be the one where clients say: “When’s our next meeting?” ✨

Tired of quarterly business reviews that feel more like a chore than a value-add? You're not alone. This episode dives deep into why most QBRs are broken—and what to do about it—with expert guest James Ward from Clientshare.

💡 Key Insights:

• 88% of buyers say QBRs lack value and innovation
• QBRs have become bloated, ineffective "tick-box" exercises
• Insight, not just data, is what clients crave today
• Poor reviews hurt both supplier and client outcomes
• Less is more: streamline and focus to get real impact

✅ Action Steps:

• Start your QBR with your client's strategic goals—not data
• Cut the fluff: remove low-value slides and streamline content
• Link data to clear insights and recommended actions
• Use consistent templates and tools to save time
• Make your QBR a conversation, not a presentation

⚠️ Common Pitfalls:

• Overloading clients with 60+ slide decks of raw data
• Failing to offer insight or strategic recommendations
• Using outdated formats and manual PowerPoint reports
• Spending 9+ days prepping for a one-hour meeting
• Ignoring buyer frustrations with poor-quality materials

🎧 Ready to dive in? Listen now!

📝 Show notes available at https://tkcpodcast.com/056

🔗 Learn more about Clientshare https://www.myclientshare.com/

👥 Want more strategies like this?

Join The KAM Club—a global community for key account managers packed with training, templates, coaching, and expert playbooks to help you grow accounts with confidence.

🔗  ⁠thekamclub.com⁠  – Your next level starts here.

Feeling stuck in your career—bored, blocked from promotion, or recently laid off? Discover booming industries hungry for your skills—even if you’ve never worked in them before.

💡 Key Insights:

• The demand for Key Account Managers is rising across growth sectors in 2025.
• Your skills—relationship-building, strategic thinking, and problem-solving—are highly transferable.
• Gemini AI research reveals hot industries hiring now in both the UK and US.
• Even without industry experience, you can pivot by reframing your story and targeting adjacent sectors.

✅ Action Steps:

• Identify growth sectors like fintech, renewable energy, or AI where your skills align.
• Reframe your LinkedIn and resume to highlight transferable value, not job titles.
• Start small—pivot 25°, not 180°, by choosing industries close to your current experience.
• Upskill with micro-courses (e.g., Coursera) to understand new sector language.
• Get visible—comment on posts, join forums, and attend niche events.

⚠️ Common Pitfalls:

• Trying to reinvent yourself completely instead of repositioning strategically.
• Letting jargon-heavy resumes prevent hiring managers from seeing your true value.
• Talking yourself out of applying due to lack of direct industry experience.
• Waiting until you're desperate to explore new career paths.
• Underestimating how research and immersion can bridge the industry gap.

🎧 Ready to dive in? Listen now!

📝 Download the full UK & US industry reports and other resources by visiting the show notes at https://tkcpodcast.com/055

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Ever found yourself tuning out during a client conversation—waiting for them to finish so you can finally jump in with the answer they clearly need? Maybe you even thought, “I could’ve saved us both 10 minutes.”

If that sounds familiar, you might be stuck in the Expert Trap. This episode dives into how relying too much on what you know can quietly erode trust, and what to do instead to build stronger, more collaborative client relationships.

💡 Key Insights:

• Expertise can block connection when you assume instead of ask
• Active listening builds trust more than fast solutions
• Humility and curiosity outshine confidence in client conversations

✅ Action Steps:

• Pause before offering solutions—ask more questions first
• Use phrases like “Tell me more” or “Let’s explore that together”
• Reframe client meetings as learning opportunities
• Give yourself time to curate solutions instead of offering them on the spot

⚠️ Common Pitfalls:

• Jumping into “fix-it” mode too quickly
• Assuming you understand the full problem
• Offering multiple solutions without client clarity
• Dominating conversations instead of listening
• Underestimating the value of a beginner’s mindset

🎧 Ready to dive in? Listen now!

📝 Show notes available at tkcpodcast.com/054

👥 Want more strategies like this?

Join The KAM Club—a global community for key account managers packed with training, templates, coaching, and expert playbooks to help you grow accounts with confidence.

🔗 ⁠thekamclub.com⁠ – Your next level starts here.

Discounts might feel like the easy way to renew a client—but they quietly erode trust, value, and profits. Before you slash your rates, tune in to learn how to shift the conversation, protect your margins, and still walk away with a yes

💡 Key Insights:

• Discounts feel good in the moment but cost more in the long run.
• Price objections usually signal unclear value—not unwillingness to pay.
• Clients are more loyal to solutions that feel strategic, not cheap.

✅ Action Steps:

• Start renewal conversations early—don’t wait until the last minute.
• Highlight wins and real-world results from the past year.
• Link your work to the client’s goals and KPIs.
• Offer flexible packages instead of blanket discounts.
• Show what’s new—upgrades, innovations, or added support.

⚠️ Common Pitfalls:

• Giving in to pricing pressure too quickly.
• Forgetting to trade value when offering a concession.
• Treating all clients like price is their top priority.
• Surprising clients with price increases without a lead-up.
• Skipping the story—failing to explain why the value justifies the cost.

🎧 Time to rethink your pricing strategy? Listen now!

📝 Show notes at https://tkcpodcast.com/053

👥 Want more strategies like this?
Join The KAM Club—a global community for key account managers packed with training, templates, coaching, and expert playbooks to help you grow accounts with confidence.
🔗 thekamclub.com – Your next level starts here.

You’ve mastered your role. You’re delivering results. But is it time to level up? In this episode, Warwick Brown breaks down what it really takes to move from individual contributor to the boss seat—and how to know if you're genuinely ready.

💡 Key Insights:

• Leadership isn’t just about the title—it’s about learning to lead before you’re promoted.
• The shift from doing the work to enabling others can be a major adjustment.
• Motivation matters: Know why you want to lead, not just that you want to.
• Start building leadership skills now—mentoring, delegating, and cross-functional work.
• Getting real feedback and expressing your ambition can unlock future opportunities.

✅ Action Steps:

• Assess your leadership readiness—skills, gaps, and mindset.
• Lead projects, mentor teammates, or join cross-functional initiatives.
• Tell your manager you're interested in a leadership role—don’t wait to be noticed.
• Reflect on your motivation: Is it money, meaning, or growth?
• Begin acting like a leader now to build trust and credibility.

⚠️ Common Pitfalls:

• Assuming your current success guarantees leadership success.
• Avoiding feedback or difficult conversations about your gaps.
• Waiting passively for someone to “tap you on the shoulder.”
• Letting imposter syndrome or awkwardness stop you from stepping up.
• Thinking leadership is the only path to growth or success.

🎧 Ready to dive in? Listen now!📝 Show notes available at https://tkcpodcast.com/052🚀 Want to know if you’re truly ready for leadership?
Join The KAM Club and take the exclusive Leadership Readiness Assessment—a 10-minute quiz to uncover your strengths, gaps, and next steps on the path to becoming the boss.

What if the secret to unlocking deeper client loyalty isn't in your product specs—but in your client's personal dreams?

Behind every business decision sits a human with untold ambitions, fears, and passions. Discover how shifting focus from spreadsheets to personal drivers transforms transactional relationships into unbreakable partnerships—and why ignoring these hidden motivators could cost you your most valuable accounts.

Highlights

(Key insights with timestamps)

• (0:53) The Human Behind the Title: Uncover 3 hidden driver categories shaping decisions (Bain’s B2B Elements of Value):

1. Career: Reputation fears, network growth ("Will this tech adoption tank my credibility?")
2. Personal: Work-life balance, stress reduction ("Will this simplify my 60-hour weeks?")
3. Inspirational: Legacy building, social impact ("Does this align with my sustainability mission?")

• (3:00) Brass Band Breakthrough: How a client’s hobby revealed workload struggles → $consulting upsell opportunity.
• (4:28) Boundary Blueprint: "Friendly ≠ friends"—ask value-aligned questions without crossing lines (e.g., "What legacy do you want to leave?").
• (6:42) Ethics Check: Handle Machiavellian motives by asking: "Does this goal serve our partnership—or just their agenda?"
• (8:30) Rapid-Fire Relationship Builders:

1. Focus on their legacy, not your product.
2. Ask about passions, not just pain points.
3. Celebrate their wins, not just yours.
4. Be vulnerable, not perfect.
5. Friendly ≠ friends.
6. Solve for emotions, not just metrics.
7. Align with their values, not just their budget.
8. Undersell → overdeliver.
9. Be curious, not pushy.
10. Think long-term, not short-term.

• (11:02) The Double Bottom Line: IBM’s framework proving human-centric partnerships drive 37% higher retention (financial + social impact).

Resources

(Actionable tools for human-centered partnerships)

• Bain’s B2B Elements of Value: ⁠Decode hidden motivators⁠ driving client decisions
• IBM’s Double Bottom Line: ⁠Measure impact⁠ beyond revenue with social value
• Episode 49: ⁠Build trust⁠ through radical honesty
• Episode 50: ⁠Master expectation management⁠ with under-promising

Your Next Steps

(Transform ATMs into allies)

1. Ask a personal goal question: "What’s one thing you’d love to achieve personally through this partnership?"
2. Send a "win" celebration: Handwritten note/congrats for a client’s non-work achievement (e.g., charity run).
3. Audit alignment: For a key client, ask: "Do their personal goals align with our shared vision?"
4. Apply one rapid-fire tactic: Pick from Top 10 list (e.g., "Celebrate their wins" → post-meeting congrats email)

See the Human, Not the ATM

• Master client-centric partnerships: Join The KAM Club for conversation scripts and ethical alignment frameworks.
• Share your "human connection" win: Tag Warwick on LinkedIn (@warwickabrown) showing how personal insights transformed a client relationship!

Think your biggest risk is losing clients to competitors? Think again. The real danger lies in breaking trust with your existing clients. Overpromising might seem like the fastest way to keep them happy, but when expectations don’t match reality, the fallout can be devastating.

In this episode, we uncover why overpromising damages long-term relationships and how to build trust through honest, value-driven commitments.

💡 Key Insights:

• Overpromising weakens client trust – Clients may start questioning your reliability, leading to increased scrutiny and skepticism.
• Existing clients expect consistency – A broken promise on delivery timelines, resources, or service levels can shake their confidence in your partnership.
• Under-sell, over-deliver wins every time – Setting realistic expectations and exceeding them builds lasting client loyalty.

✅ Action Steps:

• Audit your commitments – Review past promises and ensure you’re delivering on them consistently.
• Master expectation management – Clearly define what’s achievable and communicate potential risks upfront.
• Turn transparency into a competitive advantage – Proactively update clients about progress, challenges, and solutions.

⚠️ Common Pitfalls to Avoid:

• Overpromising to keep a client happy in the short term but damaging trust in the long run.
• Saying "yes" to unrealistic deadlines without checking resources.
• Avoiding difficult conversations about delays or setbacks.

🎧 Ready to build trust that lasts? Listen now!
📝 Show notes available at https://tkcpodcast.com/050

The KAM Club – The #1 community for key account managers who want to grow their client relationships, revenue, and careers. Join us for exclusive insights, coaching, and resources.

🌍 Learn more at www.thekamclub.com

What if the phrase "I don’t know" could actually make you a better account manager? Let's dive into why showing vulnerability isn’t a weakness—it’s a hidden strength that can transform client relationships. Discover how dropping the façade of perfection can boost trust, collaboration, and long-term success.

💡 Key Insights:

• Authenticity builds stronger, more trusting client relationships.
• Bluffing erodes credibility—clients can sense when you’re not being real.
• Embracing vulnerability reduces burnout and fosters collaboration.
• Strategic transparency strengthens partnerships without oversharing.
• Co-learning with clients leads to deeper insights and better solutions.

✅ Action Steps:

• Next time you don’t have an answer, say: “That’s a great question—I’ll dig deeper and get back to you.”
• Reflect on assumptions by journaling post-meeting—spot your blind spots.
• Frame client conversations as collaborations: “Here’s what I’m seeing—what’s your perspective?”
• Practice mindful vulnerability—share challenges only when constructive.
• Test co-learning strategies with trusted clients to build deeper connections.

⚠️ Common Pitfalls:

• Bluffing to look competent—it backfires and damages trust.
• Oversharing problems—transparency doesn’t mean airing all your dirty laundry.
• Assuming you know client needs—this limits real solutions.
• Burning out by aiming for perfection—being real is more sustainable.
• Turning client calls into venting sessions—keep it professional and purposeful.

🎧 Ready to dive in? Listen now!
📝 Show notes available at https://tkcpodcast.com/049

💡 Join The KAM Club – Coaching, templates, and a community built for key account managers → thekamclub.com

You've spent the entire year delivering value, solving problems, and keeping your key accounts happy. So why, when renewal time comes, does it feel like you’re starting from scratch?

In this episode, we uncover how to turn renewal conversations into strategic opportunities instead of last-minute stress. Get ready for practical steps, real-world examples, and powerful questions to shift the conversation in your favor.

💡 Key Insights:

• Initiate renewals early – Waiting until the last minute puts you at a disadvantage. Aim to start 3-6 months in advance.
• Shift the focus from the contract to value – Ask open-ended questions about the client’s evolving needs instead of just discussing paperwork.
• Strategic objectives matter – Use renewals as a chance to explore multi-year deals, price adjustments, or becoming a preferred partner.
• Demonstrate your value consistently – Don’t assume clients remember all your contributions; highlight them regularly.
• Prepare for objections – Understand decision-makers, resistance to change, and pricing concerns before they arise.

✅ Action Steps:

• Schedule renewal conversations early – Proactively initiate discussions well before contracts end.
• Frame the conversation around client goals – Ask about their business priorities rather than just focusing on the renewal itself.
• Prepare a clear renewal strategy – Decide whether you're aiming for a price adjustment, multi-year deal, or deeper partnership.
  Use real data to showcase your impact – Highlight cost savings, efficiency gains, or other measurable value you've delivered.
• Align internally – Ensure your team is on the same page to prevent mixed messaging or last-minute surprises.

⚠️ Common Pitfalls:

• Waiting too long to start the conversation – Clients may have already decided without you.
• Focusing only on the contract – Instead, connect renewals to their broader business goals.
• Ignoring decision-makers – Ensure you know who has final approval and tailor messaging accordingly.
• Failing to justify price increases – Frame adjustments around enhanced value, not just rising costs.
• Overlooking customer pain points – Address lingering issues before renewal discussions.

🎧 Ready to dive in? Listen now!
📝 Show notes & resources at https://tkcpodcast.com/048

Read the Intercom 2025 Customer Service Transformation Report

Ever dreaded sending that email or making that call, knowing you had to deliver bad news? Whether it’s a project delay, price increase, or an internal mistake, handling these conversations well can actually strengthen client relationships.

This episode of The KAM Club podcast breaks down how to deliver tough news with confidence, empathy, and professionalism.

💡KEY INSIGHTS

• Why avoiding bad news makes things worse—clients value transparency.
• A five-step framework helps you deliver bad news with clarity and confidence.
• Top 10 tips to help you tackle difficult conversations.

✅ACTION STEPS:

• Prepare beforehand – Know the facts, anticipate the client’s reaction.
• Be honest and direct – Sugar-coating only creates confusion.
• Offer solutions – Always bring a plan to fix the issue.
• Listen and respond – Let clients vent without getting defensive.
• Follow up – Clients may rethink their response later—stay engaged.

⚠️COMMON PITFALLS

• Waiting too long– Bad news doesn’t get better with time.
• Over-explaining – Keep it concise; don’t overwhelm with details.
• Skipping solutions– Never deliver bad news without a plan.
• Getting defensive– Stay calm, listen, and acknowledge concerns.
• Failing to follow up– A client who “seems fine” may still be upset.

🎧 Ready to tackle tough conversations with confidence? Listen now!

📝 Full show notes available athttps://tkcpodcast.com/047

Ever pitched a brilliant idea… only to be met with crickets?

You nailed the research, polished your pitch, delivered it with enthusiasm—aaaand nothing. Just polite nods and a “Let’s circle back.” Sound familiar?

You’re not alone.

The hard truth is: a great idea isn’t enough. The real magic? How you sell it.

In this episode, we’re cracking the code on persuasion—because whether you’re pitching to a client, your boss, or even your group chat (hello, vacation plans), getting people to say YES is a skill you can master.

🔥 Why people don’t actually buy ideas—they buy solutions to their problems.
💡 The 3Cs of persuasion: Clarity, Credibility, and Connection (aka your new secret weapons).
🧠 Why asking the right questions is more powerful than talking.
🎭 How to make your idea stick using storytelling (because data is great, but emotions win).

✅ Your Persuasion Playbook:

1. Flip the script – Stop thinking about what you want. Start thinking about what they need.
2. Keep it stupid simple – If you can’t explain it in one sentence, it’s too complicated.
3. Back it up – People trust proof. Use stats, stories, or case studies.
4. Make them feel something – Logic matters, but emotions seal the deal.
5. Ask, don’t tell – Instead of, “We should do this,” try, “What would it mean for you if…?”

⚠️ Major Dealbreakers (Don’t Do This!):

🚫 Making it all about you instead of your audience.
🚫 Throwing too much info at people—hello, overwhelm!
🚫 Forgetting to build trust—if they don’t believe you, they won’t believe your idea.
🚫 Ignoring emotions—decisions are made with the heart first, logic second.
🚫 Talking at people instead of drawing them in with questions.

Show Notes at https://tkcpodcast.com/046

Have you ever found yourself missing deadlines, overthinking decisions, or holding back in meetings—even when you know you have something valuable to contribute? You’re not lazy or incapable, but you might be sabotaging your own success without realizing it.

In this episode, I share my personal wake-up call about self-sabotage—how it’s been holding me back, why we all do it, and most importantly, how to break free from it.

💡 Key Insights:

• Self-sabotage isn’t about lack of ability—it’s often fear in disguise.
• Procrastination, perfectionism, and imposter syndrome are some of the biggest culprits.
• Overcommitting can look like productivity, but it actually prevents real progress.

✅ Action Steps:

1. Identify when and how you’re getting in your own way.
2. Reframe negative thoughts so fear doesn’t keep you stuck.
3. Take small, consistent steps instead of waiting for the “perfect” time.

⚠️ Common Pitfalls:

• Believing “I work better under pressure” when it’s really fear-based procrastination.
• Striving for perfection instead of focusing on progress.
• Saying yes to everything and spreading yourself too thin.

🎧 Let’s break the cycle together—listen now!

📝 Show notes & resources: tkcpodcast.com/045

🎙️ Could This Be The Strategy That Defines Your Business Success in 2025?

What if there was a single strategy so powerful that it could revolutionize your business and secure your competitive edge this year? In this episode, we unpack the transformative potential of Key Account Management (KAM)—a strategy proven to boost market share, profitability, and long-term growth. Ready to level up your business? Let’s dive in.

💡 Why Key Account Management Is a Must in 2025

A recent 2025 study from Industrial Marketing Management reveals a game-changing insight: companies with well-executed KAM programs consistently outperform their competitors in both profitability and market share. The message is clear—KAM isn’t just a strategy; it’s a necessity.

✨ The 3 Pillars of KAM Success

• Customer Orientation: Get inside your clients’ heads—understand their goals, pain points, and challenges better than anyone else.
• Top Management Support: Leadership alignment ensures your KAM program has the focus, resources, and authority it needs to thrive.
• Inter-Functional Collaboration: Great account managers act as facilitators, connecting the dots between teams to deliver seamless value to clients.

✅ Action Steps to Get Started

• Audit Your Key Accounts: Evaluate your current accounts and tools to identify gaps and opportunities.
• Build Cross-Functional Synergy: Host regular meetings to align your teams on KAM priorities.
• Adopt AI-Driven Tools: Enhance your program with AI-powered insights to better anticipate client needs and improve agility.

⚠️ Common Pitfalls to Avoid

• Overcomplicating processes with excessive formalization.
• Adopting too many tools without a clear strategy.
• Failing to align with clients’ growing focus on sustainability and long-term impact.

Whether you're building a KAM program from scratch or refining an existing one, this episode is packed with practical advice to help you grow and future-proof your business.

🎧 Ready to transform your business? Click play now and start unlocking the full potential of Key Account Management in 2025!

📝 Show notes available at tkcpodcast.com/044

Struggling to manage client expectations? In this episode, I’ll share practical tips on how to set and maintain clear boundaries without damaging client relationships.

Learn how to handle scope creep, set realistic expectations, and communicate effectively to keep projects on track and clients satisfied.

Whether you’re a seasoned account manager or new to client relations, these strategies will help you take control and avoid burnout.

Episode Highlights:

• Understanding Client Expectations: Why it’s crucial to set clear boundaries from the start.
• Managing Scope Creep: Recognizing the signs and addressing additional requests before they derail your workload.
• Effective Communication: How to communicate your boundaries and manage client expectations without friction.
• Tools and Tips: Practical tools and strategies to help you stay organized and ensure clients understand what to expect.

Key Takeaways:

• Setting and communicating boundaries is essential for effective client management.
• Consistency and proactive communication are key to managing client expectations.
• Don’t be afraid to say no or redirect clients to the appropriate channels.

Resources Mentioned:

1. Guidde - A tool for creating training videos with AI-powered voices or custom voice recordings. 
2. Drift - A video screen sharing tool perfect for recording quick videos and sharing your screen.
3. Upwork - A platform to hire freelancers for various tasks, including report merging.
4. Show Notes - Expanded information from the episode https://tkcpodcast.com/043

Enjoyed this episode? Share it with a colleague or leave a review or rating!

For more tips on how to manage client expectations and improve your account management skills, subscribe to the podcast and visit https://www.thekamclub.com

Tired of saying "Yes" at work when you really mean "No?" It's time to flip the script and stand up for what you deserve, ambitious Key Account Managers!

In this episode, Warwick Brown, your friendly neighbourhood KAM Coach, reveals the secrets to asserting yourself respectfully while mastering client relationships. Get ready for a triple threat of career-boosting strategies:

1. 🧭 Uncover Your Personal North Star Learn how to align your core values with client goals for supercharged decision-making.
2. 💪 Confidence Boosters for KAMs Discover practical techniques to amplify your voice in high-stakes client meetings and internal negotiations.
3. 🛑 The Art of Setting Boundaries Master the delicate balance of saying 'no' to unreasonable demands while strengthening client partnerships.

But wait, there's more! Warwick dives into real-world KAM scenarios where self-advocacy makes all the difference, including:

• Handling unrealistic client deadlines
• Dealing with internal micromanagement
• Getting recognized for growing key accounts
• Maintaining work-life balance in a high-pressure role

WARNING: Side effects may include increased client satisfaction, improved account growth, and accelerated career progression in key account management.

Don't let another day pass feeling undervalued. Your future as a top-performing KAM is calling - will you answer?

Tune in now and transform how you show up for your clients and your career. Your KAM revolution starts here!

P.S. ⁠Exclusive offer for listeners⁠: Get personalized coaching in The KAM Club's open office hours!

RESOURCES

• ⁠Show notes⁠ available at htttps://tkcpodcast.com/042
• ⁠The Introvert’s Edge to Networking⁠ available at https://amzn.to/3B6qnPW
• ⁠The KAM Club⁠ learn more at https://www.thekamclub.com
• ⁠The KAM Coach⁠ on YouTube watch at https://youtube.com/@kamcoach

Ever feel like you're drowning in a sea of clients with no way out? In this episode, we'll reveal surprising strategies to turn that chaos into control and even find time to be proactive.

Discover game-changing tips that will help you prioritize, streamline communication, and leverage technology to manage your client portfolio efficiently.

What you'll learn.

• Common issue: Account managers handling too many accounts.
• Key strategy 1: Prioritization – categorize clients based on potential revenue, risk of churn, and strategic importance.
• Key strategy 2: Streamline communication – implement a communication cadence and use standardized email templates.
• Key strategy 3: Leverage technology – use tools like TextExpander, Harper.AI, and Fathom for efficiency.
• Key strategy 4: Set boundaries – define working hours and response windows to manage client expectations.

Resources:

• Stephen Covey's "First Things First"
• TextExpander
• Harper.AI
• Fathom

Support the Podcast:

1. Subscribe to the podcast for more expert tips on key account management.
2. Leave a review on your favorite podcast platform to help others discover the show.
3. Visit TKCpodcast.com/041 for detailed show notes and additional resources.
4. Join The KAM Club for more in-depth training, coaching and resources. Visit ⁠www.thekamclub.com ⁠for more info.

Are you a key account manager eager to dive into managing your clients, but find yourself blocked by a founder who won’t hand over the reins? This episode is tailor-made for you.

Join us as we explore effective strategies to navigate this tricky transition and gain the independence you need to lead.

What You'll Learn:

• Understanding Emotional Bonds: Dive into why founders cling to control and how you can connect with them empathetically.
• Trust-Building Tactics: Learn concrete steps to build trust and get that green light from founders.
• Effective Communication: Master the art of keeping founders informed without bombarding them.
• Showcasing Your Value: Discover how to spotlight your wins and solidify your worth.
• Seamless Transitions: Gain strategies for a smooth account handover that even the most cautious founders will back.
• Handling Difficult Situations: Get tips on managing tough accounts and soothing founder worries.

Step up and steer your key accounts from busy to boss. Master these crucial strategies and start leading with confidence.

Loved this guide? Subscribe for more game-changing insights and share with fellow KAMs. Elevate your skills further by joining our community at ⁠thekamclub.com⁠ for exclusive resources and personalized coaching.

ABOUT THE KAM CLUB: The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management.

• Join the Community: Visit ⁠⁠⁠thekamclub.com⁠⁠⁠ for exclusive content, training, and one-to-one coaching.
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Ever wonder how you can build trust with clients you rarely meet in person? This episode unveils simple CRM strategies that key account managers use to create strong, trustworthy relationships, even from afar. Tune in to learn how you can too!

KEY POINTS:

• Emphasize Long-Term Thinking: Approach every client relationship with a long-term perspective, thinking of it as a decade-long partnership rather than focusing on immediate transactions.

• Start Small to Build Trust: Begin relationships with small, manageable projects to build trust and credibility before moving on to larger deals.

• Simplify CRM Use: Use a simplified CRM system that focuses on the essentials—contacts, notes, and reminders—to avoid overwhelm and increase usability.

• Record Personal Details: Make note of personal details and follow up on them in future interactions to show genuine interest and care.

• Utilize Visual Reminders: Use photos or screenshots from meetings to help remember details and maintain a personal connection.

• Establish Regular Cadences: Set up a regular communication schedule to stay in touch with clients and ensure you are top of mind.

• Focus on Incremental Wins: Aim for small victories that demonstrate your reliability and deepen trust over time.

• Think Customer-First: Always consider the client’s perspective and potential concerns, especially in a remote setting.

• Keep It Simple: Reduce complexity in your CRM and relationship management strategies to make maintaining relationships easier and more effective.

RESOURCES:

• Parma.ai. Parma is a minimalistic CRM that helps you remember who your customers are, what they like, and when you last connected. So simple that you will actually love using it.
• Mark Kofman on LinkedIn. Connect with our guest Mark, founder and COO of Parma.
• Show notes. Visit tkcpodcast.com/038

ABOUT THE KAM CLUB: The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management.

• Join the Community: Visit ⁠⁠thekamclub.com⁠⁠ for exclusive content, training, and one-to-one coaching.
• Subscribe: Don't miss out on future insights. Subscribe to The KAM Club podcast now.
• Feedback: Loved this episode? Leave us a review and let us know your thoughts!
• Stay in Touch: Subscribe to Account Minded newsletter at ⁠⁠accountminded.me ⁠⁠and follow us on Telegram at ⁠⁠t.me/thekamclub

Feeling overwhelmed and lost in your new Key Account Manager role? Don't worry, Agent Rookie KAM, this episode is your mission briefing. We'll equip you with five launchpad ideas to propel you past confusion and into the success stratosphere

KEY POINTS:

Be a news hound: Immerse yourself in industry publications and attend conferences to stay up-to-date and establish yourself as a trusted advisor.

Cultivate depth, not just breadth: Build strong relationships with key stakeholders within your client's organization.

Master the art of storytelling, not just a spreadsheet: Use data to tell compelling narratives that showcase the impact of your solutions.

Embrace the power of collaboration: Build relationships with colleagues from other departments to gain internal support and expertise.

Invest in continuous learning: Take courses, seek mentors, and be open to feedback to improve your skills and knowledge.

BONUS INTEL:

Uncover tactical tips for navigating handovers, taking initiative, and staying organized.

Learn how to manage your most important client: your boss.

Discover the secret to securing quick wins and building momentum in your first few months.

RESOURCES & LINKS:

Show notes: https://tkcpodcast.com/037

Notion 30/60/90 Day Success Plan template: https://store.thekamcoach.com/l/90dayplan

The Best 90 Day Success Plan Every New Account Manager Needs [+ Template]: https://www.thekamcoach.com/30-60-90-day-plan-for-account-managers/

Relationship Mapping for Key Account Management [+ Templates]: https://www.thekamcoach.com/relationship-mapping/

A Simple Guide to Data Analysis For Key Account Managers: https://www.thekamcoach.com/data-analysis-for-busy-account-managers/

ABOUT THE KAM CLUB: The KAM Club podcast is dedicated to helping busy key account managers get one step ahead. Listen for news, trends, tips, best practices and advice on how to have a successful career in key account management.

Join the Community: Visit ⁠thekamclub.com⁠ for exclusive content, training, and one-to-one coaching.

Subscribe: Don't miss out on future insights. Subscribe to The KAM Club podcast now.

Feedback: Loved this episode? Leave us a review and let us know your thoughts!

Stay in Touch: Subscribe to Account Minded newsletter at ⁠accountminded.me ⁠and follow us on Telegram at ⁠t.me/thekamclub