Vantage Partners is honored to take part in the SAMA 2020 Annual Conference, joining the world’s largest community of strategic account managers, SAM program leaders and senior sales executives for three days of networking, keynotes, and more than 50 breakout sessions offering ideas, tools, and knowledge to help you build and expand your most critical customer relationships.
David Chapnick, principal at Vantage Partners, will be leading a breakout session in the Critical Skills for Strategic Account Managers track, designed for SAMs at all levels of their careers.
Strategic Thinking for SAM Success: Putting the “Strategic” Back in “Strategic Account Management”
Successful SAMs are seen as trusted advisors to customers and able to engage strategically with senior executives. This requires thinking more broadly, creatively, and deeply about business risks and their causes, about opportunities for expansion and innovation, and about the broad and complex business landscape in which your customers operate. This highly interactive workshop provides practical frameworks and tools to enhance SAMs’ abilities to think and operate strategically, build credibility with executives, and provide strategic insights to customers.
David Chapnick is a principal with Vantage Partners, and leader in the firm’s Sales and Account Management and Alliance practices, where he has advised Fortune 500/Global 1000 clients across industries including technology, medical device, pharmaceutical and biotechnology, telecom, consumer packaged goods, energy, and healthcare. David’s sales and account management work spans developing and training SAMs and SAM programs, advising account teams on sales and negotiation strategies for specific accounts and transactions, and customer-driven innovation. He has been a featured speaker on strategic relationship management at the
David has been a featured speaker on effective management of strategic customer and alliance partnerships at SAMA events and other conferences, including the ASAP Global Alliance Summit, Vantage’s biennial Heads of Alliance Management Meeting, Selling Power, and the Drug Information Association’s annual conference. His work has been featured in Harvard Business Review, Velocity Magazine, and the Journal of Trading Partner Practices. David is a co-author of a chapter on “Negotiation Systems and Strategies” in the 2008 International Contracts Manual and Vantage’s recently published study on “The Value of Pricing Discipline.”