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Managing Relationship Assets
(Powerful Ideas/White Papers)
... and intensely, WIP began to focus on its customers' business problems and issues. If WIP understood those, they would better understand how and what they might do to add value to protect and grow the relationship. ...
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How to Recover Strategic Account Relationships
(Powerful Ideas/White Papers)
... might include moving some people—perhaps those who are not as customer focused as they need to be. If this includes the Head of Manufacturing, though, this move may not be possible. I have never known ...
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The Greening of Business Relationships: A Supply Chain Imperative
(Powerful Ideas/White Papers)
... Sustainable Supply Chain Summit. The report isn’t focused on what a company ought to do, but on what supply chains need to do. Like it or not, Wal-Mart has taken a huge step in requiring its suppliers ...
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Logistics and Supply Chain Relationships: Fueling the Drive to Win-Win-Win
(Powerful Ideas/White Papers)
... Do, however, rethink the focus of these relationships. Are they all about you? About your need to drive added revenue and strengthen margins? Or, are they about you and your customers collaborating ...
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What's Important in 3rd Party Logistics Service Provider Relationships, and How They Can't Work Without Active Relationship Management
(Powerful Ideas/White Papers)
... relationship factors. On the other end of the teeter-totter, and gaining heft daily, sit the procurement folks who find it easier to focus on short-term costs and prices than on long-term relationships ...
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Lessons from Real Life
(Insights/ Individual)
... and associates. Investigate if colleagues' work patterns or behaviors are having a negative impact on your own work. Embrace the changes that may be necessary to work more efficiently. Focus on improving ...
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What the Customer Wants You to Know
(Powerful Ideas/Book Reviews)
... thesis seemed to me a recap of 20 years of value-based selling. Let’s start with what is useful. I would argue that chapter four in this book, focuses on developing the value account plan, is the best ...
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The Southwest Airlines Way
(Powerful Ideas/Book Reviews)
... They then added a function called the operations agent, whose total focus it was to coordinate the plane’s boarding and on-time takeoff. Southwest called the operations agent a “boundary spanner” because ...
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A Sense of Urgency
(Powerful Ideas/Book Reviews)
... show it as based in the real world of business. In the first few chapters of his book, Kotter distinguishes among three key organizational approaches: complacency, where the firm focuses internally, ...
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Companies Dramatically Improve Sales by Adopting TIPS Selling Process
(Powerful Ideas/White Papers)
Companies Dramatically Improve Sales by Adopting TIPS Selling Process by Kathy Hoyt, S4 Consulting For almost 25 years, S4 Consulting has focused the bulk of its resources on improving ...
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Relationship Intelligence
(Powerful Ideas/White Papers)
... relationship of molecules to atoms. At the highest level, he could be noting the relationship of Earth to the solar system and beyond, and somewhere in between those two is our focus today: managing business ...
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Leadership Challenge of the "Modern" Corporation
(Powerful Ideas/White Papers)
... persistence inherent in management practices. The executive who is a weak manager risks having an inspired, future-focused organization that is not prepared for term wins and risks not being viable in ...
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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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The Art of Innovation
(Powerful Ideas/Book Reviews)
... ever. You open the book expecting a methodology-a way to be creative-and Kelley provides several. But Kelley makes clear from the beginning that his real focus is about nothing less than how to create ...
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The Alchemy of Growth
(Powerful Ideas/Book Reviews)
... Mehrdad Baghai argue that managers should manage their organizations three dimensionally. That is, at any given time they need to be focusing on their current organization (tier one), organizations emerging ...
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What Clients Love: A Field Guide to Growing Your Business
(Powerful Ideas/Book Reviews)
... discipline, forces the presenter to focus on key points, makes the presentation more forceful, and gives the audience more reason and time to look at the presenter. This is important because the presenter ...
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The Five Temptations of a CEO: A Leadership Fable
(Powerful Ideas/Book Reviews)
... may be having on a given problem. As Argyris says, "... Most people define learning too narrowly as mere 'problem solving.' so they focus on identifying and correcting errors in the external environment. ...
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Business Market Management: Understanding, Creating, and Delivering Value
(Powerful Ideas/Book Reviews)
... that: has value as its cornerstone focuses on business market processes for understanding, creating, and delivering value stresses doing business across borders, and accentuates working relationships ...
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Mastering the Dynamics of Innovation
(Powerful Ideas/Book Reviews)
... primary focus is on the stages of innovation, and he does a masterful job delineating them. Less well delineated is what organizations should do to prevent their becoming mechanistic and unable to respond ...
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Why Have a Voice-of-the-Customer Program?
(Powerful Ideas/White Papers)
... help associates gain a better understanding of the customer reinforces and deepens a supplier’s strategic customer relationships. It will also support the supplier shift to a more customer-focused culture ...