What if your quarterly reviews became the meetings clients actually look forward to? The secret isn’t more slides—it’s flipping the script from backward-looking reports to future-building conversations.

James Ward from Clientshare reveals a 3-step rescue plan to transform QBRs from time-wasters into revenue-driving, trust-building power sessions.

Discover how top performers use ruthless focus, one-page magic, and client collaboration to make reviews their #1 growth engine.

Highlights

(Transformative tactics with timestamps)

• (0:00) From Chore to Growth Engine: Why QBRs are your secret weapon for expansions & renewals
• (1:00) The New Reality: How remote work made strategic reviews more valuable than ever
• (2:55) Measure to Treasure: 5 simple metrics that predict revenue risks & opportunities
• (4:07) The 3-Question Filter: Cut fluff! Every slide must answer: What? So what? What next?
• (6:14) Data on a Diet: Replace 80% of slides with one visual dashboard (Power BI/Tableau)
• (8:08) Feedback in Real-Time: Get client scores during the meeting—not weeks later
• (11:20) The Golden Framework: Measure → Build → Deliver (steal this blueprint)
• (16:00) Brevity Wins: Why “one page = one hour” is the elite account manager’s mantra

Resources

(Tools to build better QBRs)

• Your Business Reviews Suck (And Your Customers Know It): Check out Part 1 of the series to find out the problem with QBRs and why clients think they're a waste of time.
• Clientshare QBR Hub: Expert content on how to build the best business reviews.
• Quarterly Business Review Best Practices: Watch this video for nine ways to transform your QBR from boring to brilliant.
• James Ward on LinkedIn: Follow James for more tips on creating growth focused business reviews.

Your QBR Rescue Mission

(Start today in <10 minutes)

1. Slash & Simplify: Apply the “What? So what? What next?” test to 3 slides in your next deck.
2. Send Early, Win Big: Share decks 3 days pre-meeting with: “Come ready to discuss page 5!”
3. Ask the Magic Question: End with: “What’s one thing that would make our partnership unstoppable?”
4. Track What Matters: Note attendance, feedback scores, and action follow-ups in a simple spreadsheet.

Join the QBR Revolution

“Stop reporting history. Start building futures.”

• Become a QBR Hero: Join 100+ KAMs in The KAM Club → Live coaching + template library + deal playbooks

Your next review could be the one where clients say: “When’s our next meeting?” ✨

Why do 80% of buyers feel suppliers drop the ball in business reviews? If your QBRs feel like stale, data-dumping exercises that clients dodge or dismiss, you’re not alone—and the fallout is costing you trust and revenue.

Join James Ward (QBR innovator and Clientshare founder) as we dissect why decades-old review formats fail modern partnerships, how "insight starvation" leaves clients hungry for action, and the shocking stat that’ll make you rethink how you approach reviews.

Discover why operational reports ≠ value—and why your clients are silently screaming for change.

Guest Spotlight
Founder of Clientshare, James Ward helps global giants transform clunky QBRs into growth engines. His software and strategies turn review chaos into client retention gold, backed by eye-opening research on buyer-supplier gaps.

Highlights

(Key insights with timestamps)

• (0:00) The QBR Frustration: Clients ghost reviews because they feel like tick-box exercises.
• (0:55) Client Share’s Mission: Software that rescues reviews from chaos—measuring NPS, CSAT, and value delivery.
• (1:12) Pain by the Numbers: 88% of buyers say suppliers fail to show value/innovation; 77% call materials "poor quality."
• (2:03) The Trust Tax: Poor reviews leave money on the table for both sides by eroding partnership potential.
• (3:25) 20-Year Time Warp: How QBRs evolved from "give me data" (2000s) → "tell me a story" (2010s) → "tell me what to DO" (2025).
• (7:53) Stuck in Stage 1: Most teams struggle with basics (clean data) while clients demand actionable recommendations.
• (9:23) Account Manager Burnout: Average prep time? 9 days per QBR for a 1-hour meeting.
• (14:38) Data vs. Impact: Clients have self-service portals—stop regurgitating numbers; focus on 3 game-changing insights.

• QBR Research Report: ⁠Client Share’s buyer-supplier gap analysis⁠ The QBR Delusion.

• Part 2 Alert: ⁠Catch solutions here⁠—James’ 3-step fix, overrated "best practices," and the question that unlocks client dialogue.

Your Next Steps

(Before your next review)

1. Audit Your Deck: Cut 10+ slides (did the client notice last time?).
2. Flip the Script: Start with "Here’s how we moved your goals forward"—not operational metrics.
3. Time Tracker: Log hours spent prepping; if >1 day, rethink your process.

Fix Your Reviews!

• Join the KAM Club: Unlock QBR templates, workshops, and coaching,
• Connect with James: Follow James Ward on LinkedIn for more QBR solutions and best practices

Don’t miss Part 2: ⁠How to turn reviews into revenue engines⁠—out now! 🔥

Feeling stuck in your career or eyeing a fresh start? That nagging sense that "it’s time for something new" isn’t just restlessness—it’s intuition pointing toward booming opportunities.

Forget starting from scratch; your key account management superpowers (strategic thinking, relationship-building, problem-solving) are golden tickets into 9 explosive industries. From AI-driven tech to green energy revolutions, discover where your skills are needed most in 2025—and how to pivot strategically without burning your résumé.

Let’s unpack the data-backed sectors hungry for talent like yours and turn uncertainty into your biggest career advantage.

Highlights

(Key insights with timestamps)

• (0:00) Pivot Power: Why burnout, layoffs, or boredom signal the perfect moment to explore high-growth industries.
• (1:11) Transferable Skills Unleashed: How strategic thinking, relationship-building, and commercial acumen open doors in ANY sector.
• (2:27) Top 9 Growth Industries for 2025: Renewable energy, healthcare/biotech, AI/tech, fintech, logistics/e-commerce, immersive tech (VR/AR), cybersecurity, business support services, property/construction.
• (3:40) Renewable Energy & Sustainability: Companies like SSE Renewables hiring KAMs for complex infrastructure projects.
• (5:06) Healthcare & Biotech: Aging populations + digital health innovations driving demand at GlaxoSmithKline.
• (6:06) AI & Technology: Salesforce/Darktrace seeking KAMs to bridge tech teams and business outcomes.
• (6:45) Fintech: Stripe and PayPal needing trust-builders for open banking/fraud solutions.
• (7:35) Logistics & E-commerce: Drone delivery + AI fulfillment roles at Kuehne+Nagel.
• (8:03) Immersive Tech (VR/AR): Consultative storytellers wanted for training/healthcare applications.
• (9:50) Cybersecurity: Advisory-style KAMs in high demand at Palo Alto Networks/CrowdStrike.
• (10:48) Business Support Services: Outsourcing boom creating SME-focused roles at Randstad.
• (11:26) Property & Construction: Green building/urban regeneration opportunities at Barrett Developments.
• (13:09) The 25-Degree Pivot Rule: Why shifting to adjacent industries beats 180-degree jumps.
• (17:28) Skill-Up Shortcuts: Free micro-courses + niche forums to "sound like an insider" fast.

Resources

(Tools to fuel your pivot)

• Gemini AI Industry Reports: ⁠Deep-dive UK/US sector analysis⁠ (linked in show notes)
• Coursera Micro-Courses: ⁠Free industry primers like fintech/AI/healthcare and others (certificates optional)
• KAM Club LinkedIn Optimizer: ⁠Auto-generate industry-agnostic profiles⁠ (members only)
• Consulting Firm Insights: ⁠Read PwC, Deloitte, McKinsey etc sector reports⁠ on emerging tech and trends

Your Next Steps

(Strategic shifts start today)

1. Audit Adjacency: Identify 1–2 industries closest to your current expertise (e.g., retail → e-commerce platforms).
2. Reframe Your Story: Scrub industry jargon from your LinkedIn/CV; highlight transferable wins ("Managed $1M portfolios in regulated environments").
3. Skill Sprint: Enroll in one free sector-specific course (e.g., "FinTech Fundamentals" on Coursera).
4. Lurk & Learn: Join subreddits/Slack groups in target industries; comment thoughtfully on leaders’ posts.

Ready to Launch Your Pivot?

• Grab the Reports: Download the full industry deep dives⁠ analysis for US & UK
• Join the KAM Club: Access resources like the LinkedIn Optimizer, pivot playbooks, and live coaching and more.
• Share Your Shift: Tag Warwick on LinkedIn (⁠@warwickabrown⁠) with your target industry—#PivotPower!

Remember: Your next career chapter isn’t about reinvention—it’s about redirection. You’ve got this. 🚀

That moment when you leap into solution mode—only to be met with blank stares or defensiveness—is more than awkward; it’s the "expert trap" in action.

If you’ve ever shortcut a client conversation because "you’ve seen it all before," only to realize you missed the heart of their struggle, you’re not alone. True expertise isn’t about having all the answers—it’s about asking the right questions.

Discover why slowing down, embracing curiosity, and prioritizing connection over correction transforms client relationships from transactional to trusted.

Let’s explore how to swap "I know" for "Tell me more," and turn your hard-earned experience into a superpower that builds rapport instead of walls.

Highlights

(Key insights with timestamps)

• (0:00) The Blank-Stare Moment: Why jumping to solutions too fast leaves clients feeling unheard and undervalued.
• (1:00) Expert Trap Defined: How deep knowledge can accidentally sabotage deeper relationships—and why "helpfulness" backfires.
• (2:55) Cost of Overconfidence: When clients whisper, "Does he even get us?"—the trust erosion caused by skipped listening steps.
• (4:07) Active Listening = Secret Weapon: Why shutting up, pausing, and asking "What’s your biggest challenge?" unlocks richer insights than talking ever could.
• (6:14) Think Like a Newbie: How curiosity (not experience) reveals fresh perspectives—and why "not knowing" builds stronger alliances.
• (7:24) Quick Mindset Shifts: Swap "I know" for "Let’s explore together"—and prioritize questions over answers.
• (9:33) Redefine Smart: The real expert makes others feel heard, not outshone.

Resources

(Tools to fuel your growth)

• Active Listening Playbook: ⁠KAM Club-exclusive guide⁠ with checklists, video tutorials, and meeting scripts
• Expert Trap Quiz: ⁠Self-assessment tool⁠ to spot blind spots (KAM Club members only)
• "Curiosity Over Correction" Worksheet: ⁠Practical exercises⁠ to rewire solution-jumping habits (KAM Club members only)

Your Next Steps

(Break the expert cycle)

1. Embrace Silence: In your next client call, pause for 30 seconds after asking, "What’s your biggest challenge right now?"
2. Question Over Answer: Aim to ask 3x more questions than solutions offered in meetings.
3. Take the Quiz: Uncover your expert-trap tendencies with the ⁠KAM Club’s self-assessment⁠.
4. Debrief Post-Meeting: "Did I fully understand before problem-solving?"

• Unlock the Tools: Join ⁠The KAM Club⁠ for the Active Listening Playbook, workshops, and live coaching with Warwick.

Ready to Listen Like a Pro?

• Unlock the Tools: Join ⁠The KAM Club⁠ for the Active Listening Playbook, workshops, and live coaching with Warwick.
• Share Your Shift: Tag Warwick on LinkedIn (⁠@warwickabrown⁠) with a win on how curiosity changed a client conversation!

Remember: Sometimes the strongest solution starts with saying, "I don’t know yet—tell me more."* 🙌

That sinking feeling when a client demands a discount at renewal time—sound familiar?

You know your solution delivers real value, yet the pressure to slash prices threatens your margins and undermines everything you’ve built. What if you could flip the script? Instead of caving, learn how to anchor price increases in undeniable value, turn negotiations into partnership-strengthening conversations, and protect your worth without apology.

Join the Anti-Discount Revolution and discover why raising prices isn’t just possible—it’s how you build lasting client respect and sustainable growth.

Highlights

(Key insights with timestamps)

• (0:00) Discounts = Long-Term Loss: Why instant "wins" erode margins, train clients to expect cuts, and commoditize your value.
• (1:44) Value > Price: When clients say "give us a deal," they’re really asking "prove your worth"—here’s how to respond.
• (3:26) Value Positioning Playbook: Quantify impact with metrics, share success stories, and tie solutions to strategic goals.
• (6:10) The "Why Pay More?" Framework: Six steps to justify increases (document results → reinforce original decision → surface change risks → anchor new price).
• (8:50) Strategic Concessions: Never discount without trade-offs (e.g., "Renew by month-end for 4% increase vs. 8%").
• (11:09) Anti-Discount Playbook: Start early, communicate transparently, offer tiered choices, and reinforce partnership.

Resources

(Tools to fuel your growth)

• The Expansion Sale Book: ⁠Must-read framework⁠ for renewal/upsell conversations (Link here)
• Pricing Strategy Guide: ⁠KAM Club-exclusive playbook⁠ with negotiation scripts and ROI trackers
• "Why Pay More?" Template: ⁠Ready-to-use worksheet⁠ (inside KAM Club’s Playbook Library)
• Renewal Conversation Course: ⁠Short video training⁠ based on The Expansion Sale 

Your Next Steps

(Turn strategy into action)

1. Audit Client ROI: Document 3 measurable wins (e.g., cost savings, efficiency gains) before renewal talks.
2. Practice the Framework: Role-play "Why Pay More?" using a real client scenario.
3. Offer Tiered Choices: Design "value-preserved" vs. "cost-reduced" options for hesitant clients.
4. Ask This: "If we could prove this solution saves you $X annually, would the price feel justified?"

Ready to Win Renewals Differently?

• Join the Revolution: Get the full Pricing Strategy Guide inside ⁠The KAM Club⁠—includes templates, workshops, and live coaching.
• Share Your Win: Tag Warwick on LinkedIn (⁠@warwickabrown⁠) with your anti-discount success story!

Remember: Your pricing isn’t just a number—it’s a declaration of your value. Own it. 💪

That nagging feeling you can’t shake—what if your next career leap isn’t up the ladder, but into leadership?

 If you’re crushing targets as a key account manager yet wondering whether leading a team aligns with who you are (or who you want to become), you’re not alone.

Maybe you’ve heard whispers about your ‘management potential’ but secretly worry you’ll trade hands-on impact for endless meetings, or fear your stellar KAM skills won’t translate to leadership success.

Let’s unpack how to distinguish ambition from authentic desire, discover low-risk ways to ‘test drive’ management before committing, and—most importantly—how to confidently choose your path, whether it’s stepping up or thriving right where you are.

Highlights

(Key insights with timestamps)

• (0:00) Leadership ≠ Automatic Promotion: Why excelling as a KAM doesn’t guarantee success as a leader—and the critical mindset shift needed.
• (1:52) Skill Audit: Brutal honesty check—do you thrive in coaching, conflict resolution, and strategic vision?
• (3:39) Control vs. Empowerment: Why releasing perfectionism (like obsessing over bullet points!) is non-negotiable.
• (5:23) Test-Drive Leadership: Volunteer for projects or mentoring before seeking the title.
• (6:24) Leading Former Peers: Navigate promotion awkwardness by focusing on team success, not your authority.
• (7:53) Voice Your Ambition: How telling your manager “I want to lead” opens doors.
• (9:26) Individual Contributor Paths: Why rejecting leadership isn’t failure—and how to thrive without it.

Resources

(Tools to fuel your growth)

• Leadership Readiness Assessment: Interactive self-assessment tool (KAM Club members exclusive)
• HBR’s 10 Must Reads: Curated book of Harvard Business Review’s top leadership essays
• Leading High-Performance Teams: Practical online course with video modules/workbooks
• Account Manager vs. Leader: Thought leadership article on mindset transformation

Your Next Steps

(Assess your leadership readiness)

1. Take the Leadership Readiness Assessment (KAM Club members only).
2. Volunteer for a cross-functional project to practice delegation.
3. Ask your manager: “What’s one skill I need to develop for leadership?”
4. Mentor a junior colleague—start small with monthly coffee chats.

Ready to Lead?

• Unlock leadership training: Join The KAM Club for assessments, workshops, and coaching.
• Share your leadership journey: Tag Warwick on LinkedIn (@warwickabrown) with your biggest “aha!” moment!

Your greatest strength isn’t knowing everything—it’s being brave enough to learn. 🌟🧠

What if the secret to unlocking deeper client loyalty isn't in your product specs—but in your client's personal dreams?

Behind every business decision sits a human with untold ambitions, fears, and passions. Discover how shifting focus from spreadsheets to personal drivers transforms transactional relationships into unbreakable partnerships—and why ignoring these hidden motivators could cost you your most valuable accounts.

Highlights

(Key insights with timestamps)

• (0:53) The Human Behind the Title: Uncover 3 hidden driver categories shaping decisions (Bain’s B2B Elements of Value):

1. Career: Reputation fears, network growth ("Will this tech adoption tank my credibility?")
2. Personal: Work-life balance, stress reduction ("Will this simplify my 60-hour weeks?")
3. Inspirational: Legacy building, social impact ("Does this align with my sustainability mission?")

• (3:00) Brass Band Breakthrough: How a client’s hobby revealed workload struggles → $consulting upsell opportunity.
• (4:28) Boundary Blueprint: "Friendly ≠ friends"—ask value-aligned questions without crossing lines (e.g., "What legacy do you want to leave?").
• (6:42) Ethics Check: Handle Machiavellian motives by asking: "Does this goal serve our partnership—or just their agenda?"
• (8:30) Rapid-Fire Relationship Builders:

1. Focus on their legacy, not your product.
2. Ask about passions, not just pain points.
3. Celebrate their wins, not just yours.
4. Be vulnerable, not perfect.
5. Friendly ≠ friends.
6. Solve for emotions, not just metrics.
7. Align with their values, not just their budget.
8. Undersell → overdeliver.
9. Be curious, not pushy.
10. Think long-term, not short-term.

• (11:02) The Double Bottom Line: IBM’s framework proving human-centric partnerships drive 37% higher retention (financial + social impact).

Resources

(Actionable tools for human-centered partnerships)

• Bain’s B2B Elements of Value: ⁠Decode hidden motivators⁠ driving client decisions
• IBM’s Double Bottom Line: ⁠Measure impact⁠ beyond revenue with social value
• Episode 49: ⁠Build trust⁠ through radical honesty
• Episode 50: ⁠Master expectation management⁠ with under-promising

Your Next Steps

(Transform ATMs into allies)

1. Ask a personal goal question: "What’s one thing you’d love to achieve personally through this partnership?"
2. Send a "win" celebration: Handwritten note/congrats for a client’s non-work achievement (e.g., charity run).
3. Audit alignment: For a key client, ask: "Do their personal goals align with our shared vision?"
4. Apply one rapid-fire tactic: Pick from Top 10 list (e.g., "Celebrate their wins" → post-meeting congrats email)

See the Human, Not the ATM

• Master client-centric partnerships: Join The KAM Club for conversation scripts and ethical alignment frameworks.
• Share your "human connection" win: Tag Warwick on LinkedIn (@warwickabrown) showing how personal insights transformed a client relationship!

What if saying "yes" to every client request is secretly sabotaging your most important relationships?

We’ve all felt the pressure to promise the moon to win business, but overpromising erodes trust and burns bridges. Discover how swapping grand guarantees for radical realism builds unshakeable credibility, turns "no" into a strategic superpower, and transforms strained partnerships into loyal collaborations.

Highlights

(Key insights with timestamps)

• (0:00) The Trust Trap: Overpromising turns clients into skeptics and damages long-term relationships ("Every future commitment gets scrutinized").
• (1:05) Ripple Effect: Missed deadlines create internal chaos for clients—costing you business when stakeholders lose confidence.
• (2:24) Radical Realism: Swap "yes-man" habits for:

1. Transparent communication: "We’ve identified a delay—let’s solve it together"
2. Achievable timelines: "Rushing compromises quality" (with gentle pushback)
3. Proactive problem-solving: "Here’s how we’ve navigated this before"

• (6:01) Real-Deal Win: Case study on how admitting limitations won global client JLL ("Now we manage expectations—no surprises").
• (7:01) The Strategic "No": Reframe rejections as collaborations:

1. "We can’t do X, but let’s crush Y to meet your goals"
2. "That’s parked for now—I’ll update if priorities shift"

• (9:40) Overservicing Myth: Going "above and beyond" often backfires (Gartner’s "zone of wasted effort")—focus on reliability instead.

Your Next Steps

(Ditch overpromising today)

1. Reset one promise: Audit commitments with "Would I stake my reputation (or my mom’s) on this?"
2. Practice radical honesty: Share one challenge + solution in your next client meeting (no sugarcoating).
3. Reframe a "no": Turn a past overpromise into a client-aligned pivot ("While we can’t X, we can achieve Y by Z").

Renew with Integrity!

• Master under-promising/over-delivering: Join The KAM Club for scripts, templates, and trust-building frameworks.
• Share your "radical realism" win: Tag Warwick on LinkedIn (@warwickabrown) with how honesty saved a client relationship!

What if your most powerful phrase as an account manager isn't "I have the solution" – but "I don't know"?Many of us feel exhausted by the pressure to be perfect, but here's why embracing strategic vulnerability changes everything. Discover how admitting uncertainty builds deeper trust, sparks collaborative problem-solving, and turns "I'll find out" into your ultimate credibility booster with clients.

Highlights
(Key insights with timestamps)

• (0:24) The Perfection Trap: Why pretending to know everything exhausts you and erodes trust.
• (1:17)  Bluffing Backfires: How invented solutions damage credibility (and create implementation nightmares).

• (4:06) The Honesty Reset: Swap "faking it" for "I’ll find out"—clients value resourcefulness over omniscience.
• (5:17) 4Assumption Audit: Challenge your biases with humility-driven questions ("What blind spots am I missing?").
  (7:39)  Co-Learning Mindset: Treat clients as experts—ask "What’s one impactful lesson you’ve learned lately?"
• (10:14)  Vulnerability ≠ Oversharing: The fine line between constructive transparency and TMI (with real-world fails).

Your Next Steps
(Embrace the "I don’t know" advantage)

1. Try the phrase: Use "That’s a great question—let me dig deeper and circle back" in your next client call.
2. Journal assumptions: Note 1 preconceived idea before meetings—then test its accuracy afterward.
3. Ask co-learning questions: In one conversation, probe: "What challenge should I know about that I might be overlooking?"
4. Audit oversharing: Post-meeting, ask: "Did my transparency help the client—or burden them?"

Unlock Authentic Influence!

• Master strategic vulnerability: Join The KAM Club for live workshops and trust-building scripts,
• Share your "I don’t know" win: Tag Warwick Brown on LinkedIn (@warwickabrown) with how honesty deepened a client relationship!

Your greatest strength isn’t knowing everything—it’s being brave enough to learn. 🌟🧠

Renewals aren’t just paperwork—they’re your golden ticket to transform vendor relationships into strategic partnerships. Stop dreading the "money talk" and start leveraging renewals to deepen trust, align with evolving goals, and unlock growth.

Discover why timing trumps tactics, how to reframe price hikes as value accelerators, and why your client’s silence isn’t consent.

Highlights
(Key insights with timestamps)

• (0:33) Renewal ≠ Chore: Flip the script—use renewals to elevate partnerships, not just retain accounts.
• (1:57) Timing Is Everything: Initiate conversations 3-6 months early (clients plan exits before you know it).
• (4:14) Objectives That Win: Aim for multi-year deals, preferred status, or value-backed price adjustments ("We cut your costs by 15%—imagine year two").
• (6:24) Pre-Renewal Power Moves:

1. Value Proof: Explicitly recap wins (don’t assume they remember).
2. Insight Hunting: Resurface past client pain points to show progress.
3. Internal Alignment: Mobilize teams before negotiations start.

• (9:50) Defuse Objections: Offer tiered pricing, phased rollouts, or service-level options (e.g., "Pay more for white-glove service or less for reactive support").
• (12:04) Decision-Mapping: "Who signs off?" Ask early—avoid invisible stakeholders sinking your deal.

Your Next Steps
(Turn "maybe" into "yes" this quarter)

• Schedule now: Book renewal chats 3-6 months out for 1 key account.
• Define YOUR win: Pick one objective (e.g., multi-year deal) and craft a client-centric pitch.
• Audit value gaps: List 3 specific wins you’ve delivered (e.g., cost savings, efficiency gains).
• Map decision-makers: Identify & engage ALL stakeholders before talks begin.

Resources

• Book: The Expansion Sale by Peterson/Reisterer (Renewal playbook)
• Article: 45 Best Questions to Uncover Client Needs (Read it here)
• Intercom’s 2025 CX Trends (AI’s impact on loyalty)

Renew with Confidence!

1. Master strategic renewals: Join The KAM Club for templates, negotiation scripts, and live coaching: 
2. Share your renewal hack: Tag Warwick Brown on LinkedIn (@warwickkambrown) with your best "maybe-to-yes" tactic!

Your renewal isn’t an endpoint—it’s the launchpad for your next growth chapter. 🚀✍️