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Managing Relationship Assets
(Powerful Ideas/White Papers)
... these relationships as assets. This goes well beyond account managers "being nice" and providing enjoyable social events for customers. Relationship management is a detailed performance issue. Systematically ...
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How to Recover Strategic Account Relationships
(Powerful Ideas/White Papers)
How to Recover Strategic Account Relationships by Joe Sperry, S4 Consulting Firm-to-Firm Relationships In our experience, almost every business-to-business supplier has co-destiny accounts, those ...
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The Greening of Business Relationships: A Supply Chain Imperative
(Powerful Ideas/White Papers)
... can pose thorny questions for public accountants, and create opportunities for error or manipulation. A general concern, especially in the short run, is that prices for energy from traditional sources ...
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Logistics and Supply Chain Relationships: Fueling the Drive to Win-Win-Win
(Powerful Ideas/White Papers)
... regional accounts. Their competitors, who were all still trying to differentiate themselves by lower price commoditization of products were caught flat-footed. Reality? Relationship building and management ...
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Nine Basic Components of Effective Communication Plans
(Insights/Company-to-Company)
... are nine basic components of Effective Communication Plans: Event Message Communicator Audience Timing Tools & Format Follow-Through Maintenance Accountability Event: What expected ...
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Are Big Accounts Good For You?
(Insights/Company-to-Company)
Are Big Accounts Good For You? Everyone we know agrees that the famous 80/20 Rule or some variation of it applies to the customer base of most companies. The rule states that most of your revenue ...
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Relationship Return on Investment (RROI)
(Powerful Ideas/White Papers)
... trying to chip away at your share of their purchasing dollar. You've heard what it will take to develop and maintain strong customer relationships: customized offerings, preferred pricing, account management ...
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The Power of Relationship Assessments
(Powerful Ideas/White Papers)
... are probably your firm’s largest assets, developing a successful account strategy begins with a deep understanding of your accounts, their goals and the role you play in helping them get there. Why ...
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Is the Relationship Healthy?
(Insights/Company-to-Company)
... useful and important in business-to-business markets. Because b2b firms have fewer total customers than retailers. It would seem that it is easier to monitor the health of a given account relationship. ...
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What the Customer Wants You to Know
(Powerful Ideas/Book Reviews)
... Charam is, my expectations were greater than normal. All I can say is that, while there are some approaches and points that are very useful—particularly the sections on account planning—the book’s overall ...
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When Yes Man Meets Boss Man
(Powerful Ideas/White Papers)
... generational differences or differing expectations, the manager that continually relies on a command and control approach runs the risk of developing a team with low accountability, creativity and energy. ...
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Supporting Strategic Account Management with Systems
(Powerful Ideas/White Papers)
Supporting Strategic Account Management with Systems by Dan Shaffer, S4 Consulting Since S4 Consulting began almost 25 years ago, we have sold neither systems nor software. At the same time, ...
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Companies Dramatically Improve Sales by Adopting TIPS Selling Process
(Powerful Ideas/White Papers)
... its clients’ critical business relationships. Thus, we approach account selling in a more systematic and mutually beneficial way. Companies Dramatically Improve Sales by Adopting TIPS Selling Process ...
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Relationship Intelligence
(Powerful Ideas/White Papers)
... firm profitability. When strategic and business plans have not accounted for the interpersonal impact on employees, suppliers, customers, or the community, they often run aground. We’ve seen this occur ...
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Leadership Challenge of the "Modern" Corporation
(Powerful Ideas/White Papers)
... the implications of these distinctions is inherent for someone who finds himself or herself at the top, as the person held accountable for the performance and results of many people. A dilemma most executives ...
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Quantifying Value Delivered
(Insights/Company-to-Company)
... can avoid selling products as commodities, achieve higher margins, and build a healthy long-term relationship. If you do not quantify value, the account may not recognize the value, may want to lowball ...
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The Most Effective SAMPs We Know
(Insights/Company-to-Company)
Most Effective SAMPs The most effective Strategic Account Management Programs (SAMPs) we know of share a mutually beneficial relationship with their suppliers. That means they deliver superior ...
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The Art of Innovation
(Powerful Ideas/Book Reviews)
The Art of Innovation by Tom Kelley The more we work in strategic account management, the more we believe that account planning is essentially a creative endeavor--that figuring our new ways ...
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The New Ruthless Economy: Work and Power in the Digital Age
(Powerful Ideas/Book Reviews)
... determined, Taylor and Ford timed those methods and then held workers accountable for meeting those times throughout the work day. This approach increased productivity dramatically but led quickly to what ...
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Grow To Be Great: Breaking the Downsizing Cycle
(Powerful Ideas/Book Reviews)
... book was published in 1995, in those blissful days when the market hovered in the stratosphere, Enron was a great investment, and the largest accounting firms were seen as sacrosanct. The book's thesis ...