Leadership: managing change
Without leadership from the top, the very top, KAM will falter at each of the hurdles, and a fall will become increasingly likely. But what does ‘leadership’ mean?
There are more books written on this question than on almost any other facet of business management, very often from the perspective of one or more ‘corporate heroes’. I don’t propose to go down the ‘do it their way’ route, but to limit my advice on leadership to a 10-point list of requirements, all based on the principles of change management:
• Have a clear picture of why KAM is required – and communicate it.
• Create the vision of where you want to be through the practice of KAM.
• Communicate that vision, ensuring full ...