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

IN THIS EPISODEAre 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 OF THIS EPISODE:I’d be really interested to hear what your thoughts are on this topic, when you are finished listening to this episode. (Email me and let me know. Also – has it spurred another topic you would like to hear us chew on, in an upcoming episode? Or do you have more burning questions? Let me know.) Warwick and I 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, I’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:  What can you do to be more intentional and impactful in your client interactions? How will you approach engaging k