Starting a SAM Programme, Winning Hearts and Minds, Pan-European Conference on Strategic Account Management, London 2010
Launching a Healthy SAM Programme in an Unhealthy Economy, Pan-European Conference on Strategic Account Management, Berlin 2009
The Relationship Race: Developing Winning Customer Strategies, Pan-European Conference on Strategic Account Management, Paris 2008
Starting GAM at Parker : From Local Tactical Selling to Global Strategic Relationships, Pan-European Conference on Strategic Account Management, Paris, Feb 2007
The Relationship Clinic: Strategies for Dealing with Procurement, Pan-European Conference on Strategic Account Management, Paris, Feb 2006
Adapting to the Changing Landscape of Procurement, 41st Annual Global Conference on Strategic Account Management, Dallas, May 2005
(i) Understanding how Customers Think and Behave and
(ii) From Strategy to Implementation: The Realities of a SAM Initiative
Pan-European Conference on Strategic Account Management, Nice, France, Mar 2004
Strategic Account Selection: the Cornerstone to SAM Success, 38th & 39th Annual Global Conference on Strategic Account Management, Orlando, May 2002 & May 2003
Understanding Competencies for Various Roles in a SAM Programme, 2nd European Conference on Strategic Account Management, Amsterdam, Nov 2001
Using e-Business to Create Value with Strategic Customers, 5th Int’l Symposium on Selling and Major Account Management, Southampton, July 2001
Selling Services, 37th Annual Conference on Strategic Account Management, Orlando, May 2001
“Suppliers are from Mars, Customers are from Venus”, Mosaic B2B Relationship Management Workshop, London, April 2001
Developing the Strategic Account Manager, 4th Int’l Symposium on Selling and Major Account Management, Southampton, July 2000
Developing the Strategic Account Manager, 3rd Annual International KAM Conference, Barcelona, March 2000
Best Practice Key Account Selection and Segmentation, 1st European Conference on SAMA, Amsterdam, Feb 2000
Developing Key Account Managers, 3rd Int’l Symposium on Selling and Major Account Management, Southampton, July 1999
Best Practice Account Planning & Measurement, 1st Global KAM Conference, Cranfield University, Jan 1998
