What does it mean to have courage when you need to deal with tough competitive market conditions and digital disruption affecting your market share?Read More
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.Read More
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.Read More
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:
- Substantive Issues
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?Read More
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.Read More
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...Read More
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 ...Read More