If your financial year finishes in December, ensure you spend your budget. In most organisations, if you don’t spend it, then you lose it. You lose it, but you still must deliver 2019 results. And 2019 starts in less than 40 days.
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Competition is increasing along with pressure on price, which can lead to a race to become the lowest price. However, discounting prices further to keep customers only prevents you from being competitive in the future because you have lower margins to invest.
With companies having fewer but larger customers it means that the top 10-20 customers for a company typically represent 60-80% of revenue and profit. Losing one of these customers can have dramatic impacts on a company - adding still further pressure to discount prices.
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One of the biggest weaknesses of Account Managers is their lack of skills and confidence to ...
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