We cannot deliver sustainable results by doing what we have always done. We need to find breakthrough solutions, solutions that cross departments, solutions that cross technologies and sometimes solutions that cross industries.Read More
The products and services of many organisations are becoming commoditised, with the emergence of niche competitors that can provide true value to customers. To get competitive advantage, organisations need to solve problems internally and externally with fewer departmental barriers.Read More
Building a Problem Solving Culture that Lasts.
McKinsey article by Randy Cook and Alison Jenkins
Organisations cannot improve unless they consistently seek out and solve their problems. For most, that means undertaking a profound cultural change - which must begin from the top.Read More
Value for your organisation comes from solving business problems and seizing business opportunities for both your organisation and your top customers.
Solving problems or seizing opportunities as part of a team can leave many feeling frustrated. The usual response is "It would have been quicker if I had done it myself". Working in a team people either compete or conform. When competing they destroy ideas, when conforming they just suggest the usual, old ideas - never anything fresh or new.Read More
Managing accounts strategically requires a fundamental shift in the way companies work with their key accounts. Shifting from a selling-mindset to a problem-solving mindset.
With a selling-mindset you only focus on your revenue; with a problem-solving mindset you focus on how you can help your account improve their business results.Read More
In competitive industries like yours, according to executives and experts you should implement Strategic Account Management (SAM). But isn't that just a fancy term for selling to C-Suite executives?
No. SAM is a different way of working with some of your customers.Read More
Global business is changing, and changing fast. Your major accounts, your top customers, want to work with you differently, with a clear focus on getting better. Your competitors are fighting on price and new and different competitors continue to emerge. For many companies this means less revenue, margin and profit.Read More
For more effective pitches you need to make your presentations relevant and memorable. Show what value you can bring to your client to help then achieve their goals. Garr Reynolds has a ten point checklist to make your pitch a well-told story to win the business. It starts by turning off technology, so you can focus on the job at hand. Moving to technology only when you are ready to create your presentation - if that is the method you choose to use.Read More
A company that has a successful SAM program is Cisco. As a global leader it takes managing its major customers seriously, keeping the customer at the forefront of everything they do. So, Cisco moves from success to success, and in every key segment in which they compete they are the market leader.Read More
Harvard Law School Program on Negotiation
This report from the Harvard Law School Program on Negotiation shows some strategies for success for women when negotiating. It explains how to avoid the backlash and push for better results and close the gender gap.Read More
Negotiation is a vital skill needed to achieve results in a range of business interactions. When you understand how to effectively negotiate, you can plan and achieve better outcome in every situation by changing the focus to value, not price!Read More
The world of business is becoming ever more global and constantly changing, and changing fast.
Companies have fewer customers producing larger share of their revenue and profit Losing one of these customers would have dramatic financial consequences. How would you replace their sales? How would you replace their margin? It's almost impossible to replace these customers because your competitors will protect their large customers at all cost.Read More
Changing market dynamics make it imperative for negotiators to rewire their approach to the market. There are a few relentless market trend impacting how B2B companies do business. These are long-term, and impact the top and bottom lines of B2B companies around the world.Read More