Last week, Peter Browne from Gordian Business was presenting in Florida at the Strategic Account Management Association’s 50th Anniversary Conference. Peter was presenting a case study of a successful client who in a mature market grew profit ahead of their 5 year plans...
Read MoreIn business there is a constant tension between managing risk and capitalising on opportunities. SAM is a critical element for doing both...
Read MoreI have just returned from projects in Malaysia and Singapore. The region is fast paced, chaotic, and full of opportunities and pitfalls. When dealing with these opportunities and pitfalls I am surprised with how agile successful people and companies are...
Read MoreNot long after publishing the last Blog, Flatlining: Senior managers does your presentation have a heartbeat? my phone rang. Jo Madden, HR Manager from one of our best customers was on the line. “In presentations, another way to look at adding emotion to logic, is to adding right-brain thinking to left-brain thinking”, said Jo. That was another interesting perspective on Flatlining...
Read MoreSenior managers often ask us to review critical presentations. These presentations may be critical because of who they are being presented to: directors, head office, best customers or important prospects. Or presentations may be critical because of what is being presented: winning the sales is budget-critical or convincing the audience is career-critical...
Read MoreThe business world today is changing and changing fast. Are you aware of all the changes that could affect the future of your business, both within your industry and beyond?
Read MoreOne 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 MoreDid you know the unit price of a product or service may only account for about 10% of the total costs. To reduce the remaining 90% you need to ...
Read MoreHow can you engage a customer in a value discussion? Todd Snelgrove from SKF Global is a world leader in value and total cost of ownership (TCO). We asked him what common mistakes companies make and ...
Read MoreOne of the biggest weaknesses of Account Managers is their lack of skills and confidence to ...
Read MoreIn 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 MoreFew senior leaders would describe their off-sites as complete failures, however ...
Read MoreAn envelope arrives, a letter inviting you to a two-day strategy session for your department. What’s your reaction? Based on our experience, you will probably ...
Read MoreTo create and sustain strategic customer relationships you and your account team must focus on ...
Read MoreThe competitive market that we all operate within is changing fast; past successes are not predictors of future success. Your competition is changing and changing fast. The question is ...
Read MoreAre you interested in improving your Strategic Account Management?
Yes, you are interested in Strategic Account Management. So, then you start to browse the internet and ...
Read MorePost-Election 2013 – are you match-fit for the opportunities ahead?
Heading into the election, the economy was by far the most important issue for voters ...
Read MoreAre your account plans a strategic as you think? Because key accounts drive both short and long-term revenue and profit, one litmus test of how well senior executives are directing the business to achieve the right balance is ...
Read MoreAre you serious about creating an account team that can think and act strategically? Or are you doing the same things as your competitors each year ...
Read MoreAre you facing some of your toughest negotiations? Are you constantly being asked to drop your prices? Are you finding it ever more difficult to get past “No”?
In business, if at the first no from a customer we drop our price then ...
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