Am I developing a strategic relationship or not?

This week, a manager asked me: “what should my account managers be doing today?” My answer was, I don’t know exactly what they should do today. But at the end of the month, I call tell you exactly how you know if they are doing their job.

Gary Peacock, SAMGary Peacock7 August 2015Strategic, Strategic Relationships, Account Managers, Strategic Account Managers, Key Account Managers, Strategic Clients, Partnership, Invest, Face-to-faceComment

Enjoy the Olympics - There are some lessons for negotiators

It is only days away to the Olympic games of 2012. This is a great time to reflect on ...

Negotiation, Stephen KozickiStephen Kozicki5 June 2014Strategic Clients, Training, Consulting, Negotiation, Problem SolvingComment

Most companies do not have a negotiating framework for major deals

I recently completed a major consulting and negotiation project with a global bank. One of the more lively discussions was on how training can help senior executives develop a framework for strategic negotiations. It was clear ...