Changing market dynamics make it imperative for negotiators to rewire their approach to the market. There are a few relentless market trend impacting how B2B companies do business. These are long-term, and impact the top and bottom lines of B2B companies around the world.
Read MoreJohn Kotter's book Leading Change introduced the 8 step process for leading change, with the message: "You can lead change. Here is how to do it."
Read MoreTotal Benefit of Ownership: Lowest Price ≠ Lowest Cost
By SKF
Buying on the total benefit of ownership boosts profitability by bringing sustainable savings.
Read MorePersuasion is more than a thorough knowledge of your subject. You must be able to communicate the information persuasively.
Read MoreStephen Kozicki, who is the co-author of Persuading for Results, delineates the way to win more business through diligent persuasion and by taking the focus off content, in The Smart Manager magazine article published in 2016.
Read MoreFour Best Practices for Strategic Planning
Nicolas Kachaner, Kermit King & Sam Stewart
The Boston Consulting Group (BCG)
April 2016
This video by Sheena Iyengar, shows the problems with choice overload and provides some practical tips on how to reduce these problems.
Read MoreBig data is here and the amount created will continue to increase at an exponential rate. How are you going to deal with this?
Read MoreIf you are not already managing accounts strategically, you have just one question: Why bother?
Read MoreCustomers are always looking for new insights to develop and grow their profits. Strategic Account Management has proven the most effective way to build relationships and profits.
Read MoreAs companies move from sales management to account management, it raises the question: "How can we measure improved strategic relationships?"
This tool will enable you to do just that.
Read MoreBy Gary Peacock, International Author & Expert in Persuasion
Varian Medical Systems Australia: A Case Study on Strategic Account Management
By Peter Browne and Gary Peacock, Managing partners at Bennelong Group International
and Chris Cowley, Managing Director Varian Medical Systems Australasia.
To win in a shifting profit pool, companies need to improve how healthcare is delivered.
By George Eliades, Michael Retterath, Norbert Hueltenschmidt and Karen Singh
Bain & Company
We live in a world where the business environment changes rapidly. So managing and negotiating with key accounts is now critical to sustaining profits. This means that to manage global accounts, you must be able to negotiate in different cultures and gain support for new initiatives, frequently when the world’s turbulence would suggest caution over courage.
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