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 & 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. - - - 𝐖𝐀𝐑𝐖𝐈𝐂𝐊 𝐁𝐑𝐎𝐖𝐍 𝐁𝐈𝐎: Warwick Brown, a Key Account Consultant and Founder of thekamclub.com, 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. 𝗗𝗔𝗩𝗜𝗗 𝗩𝗘𝗡𝗧𝗨𝗥𝗔 𝗕𝗜𝗢: David is the principal KAM consultant & Managing Director at KAMGuru.com, a specialist Key Account Management training and consultancy business, based in the UK. David is a Speaker, Author and Performance Coach with more than a decade of hands-on and consultative experience in sales and management roles in the leisure, entertainment and telecoms industries. =========