#007 Be a Value Creator, not a Cost Generator

IN THIS EPISODE:In today’s world we could categorise organisations into two camps: those that add value, and those that add COST. Why type of organisation are you? What is your definition of value? How will you know when you are adding and creating value for your customers? Do your most important clients know the extra lengths you go to provide them with unexpected, relevant and personalised value that is ultimately useful to them? With value being undefinable to many and different to each of your accounts, I wanted to peel back a few layers of this really big onion and explore value with our guest for this episode: Warwick Brown. As a fellow KAM “Activist”, Warwick’s mission is to help organisations leverage the power of key account management to accelerate client retention and revenue. He has more than 15 years’ experience in the field, leading business development and account management teams in Australia and Europe and working with some of the world's most prestigious firms, including Merck & Co, Deutsche Bank, McKinsey & Company and Vodafone. He has also recently launched The KAM Club – a private learning community that helps busy account managers get results. Listen to this episode to hear Warwick’s definition of value; where he feels the most mistakes are made by account managers when it comes to value; how we track and demonstrate what we are achieving for clients; and what today’s market has done to the value playing field in the B2B world. So, are you a value creator or a cost creator? Let us know once you have digested this packed episode. HIGHLIGHTS FROM THIS EPISODE:If you can hold your hand on your heart and say that you create value for your key accounts…Do they know? Are you telling them? And, are you measuring it in the business? In a world where clients want and need more from you than ever before, Warwick shares his three tips, which are a great place to start: Ask your main contact at the client’s company about what they need to achieve and how you can help them. Create a