Competitive Markets Need Courage to Succeed!

What does it mean to have courage when you need to deal with tough competitive market conditions and digital disruption affecting your market share?

How do you select Strategic Accounts?

Typically, when deciding which accounts to manage strategically, companies use revenue as the main criteria. This makes some sense. Managing accounts strategically requires a large investment in time and resources, so receiving adequate revenue to justify this investment is valid.

However Strategic Account Management (SAM) is about managing the accounts in your business strategically. Managing to achieve your company's strategic objectives, there are many other factors that influence whether an account deserves you investing more time and resources.

How can you become a successful negotiator? (Part 1 - Types of negotiation)

To be a successful negotiator you need to understand that a negotiation can only take place when everyone involved thinks they will get some benefit from the transaction. Both sides want to be in on the deal and all will influence the outcome.

To be successful you must:

Analyse the negotiation and choose the best approach
Be well prepared
Pay careful attention to detail
Be creative

In essence - be a TOP negotiator.

What is in your negotiation tool kit?

Managers in today's complex business environment require negotiation skills for business success. They need to develop a tool kit of negotiation strategies and understand how these influence and are influenced by their surroundings. Being successful in leading groups and shaping group decision making is vital, both internally and with key customers and suppliers.

In your tool kit you need tools to manage:

Relationships
Substantive Issues
Value

Negotiation, Stephen KozickiStephen Kozicki25 November 2016Negotiation, Value, Business Relationships, Substantive Issues, Creativity, B2BComment

Are transactional accounts bad?

Many companies discover their largest accounts are transactional. They generate high revenues; however, place minimal value on the relationship and minimal value on your company's products and services. They are not interested in developing a strategic relationship with your executive team and if they do it is only to discuss getting reduced prices.

So, how should you best handle these accounts?

What's in your negotiation toolkit?

Managers in today’s complex business environment require negotiation skills for business success. They need to develop a toolkit of negotiation strategies and understand how these influence and are influenced by their surroundings. Being successful in leading groups and shaping group decision making is vital, both internally and with key customers and suppliers.

Negotiation, Stephen KozickiStephen Kozicki18 August 2016Negotiation, Value, Business Relationships, Substantive Issues, Creativity, B2BComment

Competition – A threat or an opportunity?

One of the key messages from each of those senior executives was that their business reality is changing and changing fast, that they are dealing with unprecedented competition in their markets...

How to pick a winner?

In business, with your customers, how do you pick winners? By winners we mean profitable and loyal customers. Similar to horse racing don’t listen to what customers say, you win by watching ...