One critical aspect of managing accounts more strategically is to retain them by increasing barriers to entry against competitors. However, what companies’ often overlook ...
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I want to use this blog to focus on the part of your negotiation planning when you and your team have to ask this question, “What is the consequence of not reaching an agreement?” I use it when ...
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Do you have a problem that seems impossible to solve? One reason could be ...
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If you want to achieve breakthrough change to grow revenue and profits, why not ...
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In business, the chains that stop us solving impossible problems are ...
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Based on a 2010 study of senior managers from manufacturers, retailers and distributors in Europe and North America, only 15% of organisations measure up when it comes to managing their key accounts in a truly strategic manner. Alarmingly, 65% of companies believe they are managing their key accounts strategically, so ...
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A skilled global negotiator will always connect at an emotional and rational level in the negotiation and will always ...
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For each of the past 10 years, Gordian Business has invited an international speaker to deliver a key message to our top clients.
We wanted to give you advanced notice of an Executive breakfast coming up on March 7 at the MGSM CBD Campus.
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To determine which accounts to manage strategically, companies typically use ...
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The last question Gary Hamel asked in his short 9-minute video was: Do you feel personally responsible for innovation? This raises many issues. In another post, I will discuss accountability and measures. This post discusses how to get your staff to buy in to ideas for innovation.
A simplistic way to look at people and innovation is ...
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Having worked on live negotiations for the past 25 years, this often means that people don’t prepare as well for negotiations. The power of 4 is the four things we must do before we ...
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When we start to work with Account Teams, one of the areas we focus on is ...
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How long before they could create a prototype? This question highlights the critical issue of ...
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Like in many parts of the world, we are seeing some very good companies go out of business or need major injections of cash just to keep their doors open. There are many reasons for their demise, but one disturbing trend is ...
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Management guru, Professor Gary Hamel has produced this short 9-minute video: Are you really serious about innovation. Training everybody in Innovation is pouring money down ...
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Many companies speak about their Account Manager (alternatives titles include GAM, SAM, KAM and AD) as a single point of contact. Whilst initially this sounds like a good idea for the company and the customer, on deeper assessment it ...
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All of us have been in a negotiation that has ended with ...
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Recent research from Stanford suggests we don’t negotiate well with our best customers because we ...
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It is only days away to the Olympic games of 2012. This is a great time to reflect on ...
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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 ...
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