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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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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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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)
... importance of properly serving and managing key customer accounts. At first, the magnitude of staffing increases and service improvements necessary to compete for key accounts may be intimidating. But, ...
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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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Supporting Strategic Account Management with Systems
(Powerful Ideas/White Papers)
... cost, profitability and growth models – where base data is manually entered. Mid-Level: Leveraging a strategic accounts data warehouse: a database application that organizes and stores data in such a ...
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Companies Dramatically Improve Sales by Adopting TIPS Selling Process
(Powerful Ideas/White Papers)
... for them. When asked how TIPS had changed his selling style, one Worthington salesperson said: “We are all very good at creating and developing relationships with our accounts, but we never had a program ...
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The Most Effective SAMPs We Know
(Insights/Company-to-Company)
... customers. In many cases, suppliers need to replace their current assumptions by creating a new listening focus for their strategic accounts. Most Effective SAMPs The most effective Strategic ...
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Grow To Be Great: Breaking the Downsizing Cycle
(Powerful Ideas/Book Reviews)
... account support people out of their strategic account management programs. The cutting left those employees remaining with more work and therefore less ability to respond to accounts. Strategic customers ...
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Why Have a Voice-of-the-Customer Program?
(Powerful Ideas/White Papers)
... accounts people? By an IT person? Does a supplier really want to play customer roulette with that large of a relationship asset? How does a supplier better the odds that the person outside sales/service ...
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Capture Customer Expectations to Create a Strategic Advantage
(Powerful Ideas/White Papers)
... Services The same scenario is true for business-to-business customer relationships. For example, the goals of Marriott International’s Alliance Account Program are to increase the targeted accounts’ global ...
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Experience & Tools
(About Us/Testimonials)
... advantage." VP, Strategic Accounts, Health Services Company ...
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The Seven Keys to Managing Strategic Accounts
(Powerful Ideas/Book Reviews)
The Seven Keys to Managing Strategic Accounts By Sallie Sherman and Joseph Sperry Learn more... The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive ...
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No News is Bad News
(Insights/Company-to-Company)
... Such studies almost always miss the internal enemies. Which strategic accounts are not sending back their customer surveys? In the world of customer satisfaction and loyalty, you should assume that no ...
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Are Poor Relationships Sinking Your Business?
(Scrollers/Scroller Articles)
... Is there constant friction between Sales and Manufacturing? Does one of your largest accounts not really respect the strategic account manager they’ve been assigned? A business is built not on dollars ...
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Are Your Departments Not Communicating?
(Scrollers/Scroller Articles)
... for mutually profitable long-term growth, the account manager might spend 70% of her time begging internal departments to help deliver value to crucial accounts. If your strategic customers are complaining, ...
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Leadership Team
(About Us/Leadership Team)
... Accounts and a Visiting Scholar at The Howe School of the Stevens Institute of Technology. She was selected as one of "12 Women You Should Know" for 2005 by the Women's Economic and Leadership Development ...
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Joe Sperry
(About Us/S4 Consultants)
... of account relationships, to strategic relationship recovery. Joe is co-author of The Seven Keys to Managing Strategic Accounts, and has been a Visiting Scholar at The Howe School of Technology Management ...
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Sallie Sherman
(About Us/S4 Consultants)
... as strategic assets. Sallie is the author of The Seven Keys to Managing Strategic Accounts and a Visiting Scholar at The Howe School of the Stevens Institute of Technology. She was selected as one of "12 ...
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Group to Group
(Services/Group to Group)
... to Support Strategic Accounts • Value Metrics • Cross-Functional Engagement • Internal Relationship Management Program • Cross-Functional Communication Workshop ...