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Managing Relationship Assets
(Powerful Ideas/White Papers)
... others-but the shifting global economy creates similar challenges in all of them: a rush toward consolidation, an erosion of margin, heated-up global competition, an explosion of niche players, a much ...
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How to Recover Strategic Account Relationships
(Powerful Ideas/White Papers)
... firms that, if they decided to move elsewhere, would create gnashing of teeth, moaning, and suicidal thoughts on the executive levels. I’d like to offer a ten-step approach to recovering those account ...
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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)
... – to create high-powered, high-performing supply chain relationships. Establishing strong supplier relationships can change your position as a competitor and as a downstream business partner. Collaboration ...
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Relationship Rhythms
(Powerful Ideas/A Message from Sallie)
... to deal directly on tough issues, and the authenticity of the person on the other end that created the rhythm. There was no posturing or sugar coating; just two people in sync, working together to resolve ...
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Yesterday's News and Today's Opportunity
(Powerful Ideas/White Papers)
... staff and process integration, variable cost management, elevated service levels-- all the right stuff. The "wrong" 3PL (or multiple 3PLs) have the potential to create apparently self-inflicted wounds ...
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The Southwest Airlines Way
(Powerful Ideas/Book Reviews)
... created is astonishing. Another practice is “Hire and Train for Relational Competence.” This shows how Southwest hires for people who show they can create relationships quickly and effectively. Southwest ...
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A Sense of Urgency
(Powerful Ideas/Book Reviews)
... Kotter feels that one way to change productively and continuously is to create a sense of urgency in the firm. Without that sense of urgency, Kotter feels, a firm is almost predestined to rest on its laurels, ...
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When Yes Man Meets Boss Man
(Powerful Ideas/White Papers)
... him much, to now start revealing what’s really so for them in terms of the impact this key manager has been having on them. In a larger sense, it seems that companies create a culture that either acknowledges ...
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Supporting Strategic Account Management with Systems
(Powerful Ideas/White Papers)
... created for today's enterprise. High-Level: Leveraging a Customer Relationship Management (CRM) system features to support communications with both customer and internal team members These systems typically ...
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Companies Dramatically Improve Sales by Adopting TIPS Selling Process
(Powerful Ideas/White Papers)
... our competitor’s tanks and on-time deliveries. We shared this information with our Territory Managers and created solutions: Give an on-site presentation to all of the account’s Regional Managers ...
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Relationship Intelligence
(Powerful Ideas/White Papers)
... understanding personality styles. They each provide a way for organizing information about individual preferences and tendencies. Each instrument also creates a language that members of an organization ...
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The Art of Innovation
(Powerful Ideas/Book Reviews)
... to co-create value is a task more imaginative than analytical. There are some who might dispute this but when I look back at truly breakthrough ways to differentiate value, they always seemed to me to ...
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The Alchemy of Growth
(Powerful Ideas/Book Reviews)
... hard enough to manage the current firm. Who has the time necessary to manage their current organization, the recreation of their business and be visionary enough to create and start managing the tier three ...
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The New Ruthless Economy: Work and Power in the Digital Age
(Powerful Ideas/Book Reviews)
... by "scientific management" has created many difficulties over the last hundred years, but Head feels these are minor compared to the problems created when this manufacturing model started to insinuate ...
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Grow To Be Great: Breaking the Downsizing Cycle
(Powerful Ideas/Book Reviews)
... is that a firm "cannot save its way to prosperity"[1]-that an emphasis on cost-cutting can create short-term results but cannot sustain and grow a firm's bottom line. It's a message with particular relevance ...
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Business Market Management: Understanding, Creating, and Delivering Value
(Powerful Ideas/Book Reviews)
... that all customers are not created equal; neither should their offerings be. So I give this book my highest rating (one thumb up) and suggest you learn something of what Narus and Anderson have learned ...
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Why Have a Voice-of-the-Customer Program?
(Powerful Ideas/White Papers)
... information to their associates. At a high level, the following steps tend to occur if a supplier is going to implement a Voice-of-the-Customer (VOC) Program: Suppliers tend to: • Create a cross-functional ...
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Unleashing the Power of Business Relationships
(Powerful Ideas/White Papers)
... to hit the expected delivery times. Over the next six months, as Manufacturing tooled up, the new data created a 20% leap in Sales and a similar boost in manufacturing. But the relationship power unleashed ...
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Capture Customer Expectations to Create a Strategic Advantage
(Powerful Ideas/White Papers)
Capture Customer Expectations to Create a Strategic Advantage Capturing customer expectations and using them to design service delivery systems to meet or exceed those expectations gives companies ...