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1. The Termite Fable: A Relationship Management Fable

   (Powerful Ideas/White Papers)

   ... clearing, within which lived a colony of termites. They were industrious insects, working twelve-hour days on their fifteen-foot-tall termite mounds, the architectural wonders of the jungle. From the trees ...

2. How to Recover Strategic Account Relationships

   (Powerful Ideas/White Papers)

   ... seen dollar guarantees work very effectively here: if a shipment is more than X hours or X days late, the shipment is free. This guarantee, though, should only be offered if you are comfortable with your ...

3. The Greening of Business Relationships: A Supply Chain Imperative

   (Powerful Ideas/White Papers)

   ... It may also be stimulating “greenwash” claims by those who’d rather talk the talk than walk the walk.  The Mantras In the early days  - those long-ago peace, love and tie-dyed T-shirt days – the call ...

4. Relationship Rhythms

   (Powerful Ideas/A Message from Sallie)

   Relationship Rhythms I'm going to miss the rhythms of summer: the long days, breaking of waves and sounds of crickets.  They remind me of growing up in the South and cause me to feel centered, ...

5. What's Important in 3rd Party Logistics Service Provider Relationships, and How They Can't Work Without Active Relationship Management

   (Powerful Ideas/White Papers)

   ... participated in discussion.  It’s difficult to imagine that no one publicly disagreed, if there were reservations.  And, in the two days following the workshop we received no negative feedback. The tough ...

6. Yesterday's News and Today's Opportunity

   (Powerful Ideas/White Papers)

   Yesterday's News and Today's Opportunity: Competing Supply Chains by Art van Bodegraven, S4 Consulting It's a common sight at conferences and seminars these days.  Some over-educated and under-experienced ...

7. The Most Effective SAMPs We Know

   (Insights/Company-to-Company)

   ... it.  In these days of customer focus this may seem obvious. But too often when we ask suppliers, “What sort of up-front customer research did you conduct before your Strategic Account Management Program ...

8. The Art of Innovation

   (Powerful Ideas/Book Reviews)

   ... Nightline. They talked about creating products and Koppel issued them a challenge: develop an entirely new grocery cart in exactly five days. One of the executives on the show said it was "insane" to make ...

9. 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 ...

10. Business Market Management: Understanding, Creating, and Delivering Value

    (Powerful Ideas/Book Reviews)

    ... and business networks. For those firms interested in delivering value--is there any other kind these days--this book is the mother lode. There are a good 150 case studies and examples, ranging from ...

11. Unleashing the Power of Business Relationships

    (Powerful Ideas/White Papers)

    ... days. There was clearly a performance gap that was undermining both internal and external relationships. In this case, objectively gathered customer delivery expectations unblocked the power in the Sales-Manufacturing ...