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How to Recover Strategic Account Relationships
(Powerful Ideas/White Papers)
... I’d like to offer a ten-step approach to recovering those account relationship—an approach that has been pretty successful for us. Along with the steps, I will provide some explanations, examples, and ...
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The Greening of Business Relationships: A Supply Chain Imperative
(Powerful Ideas/White Papers)
... ago, individual companies – early green adopters – made much of their accomplishments. An auto assembly plant with virtually no landfill output; a parcel delivery behemoth with innovative routing techniques ...
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Logistics and Supply Chain Relationships: Fueling the Drive to Win-Win-Win
(Powerful Ideas/White Papers)
... to use relationship management to plan for the best. In our lexicon, “the best” indicates quantified improvements in the bottom line, and, as appropriate, the top line, as well. Brilliant. The Baby ...
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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)
... (organization, planning, resources) Time frame (response, planning, implementation, performance up-ramp) Compliance (environmental and ethical--Green and Sarbanes-Oxley) Alice In Wonderland? A ...
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Yesterday's News and Today's Opportunity
(Powerful Ideas/White Papers)
... failure in supply chain planning and execution. The danger zones are: suppliers, customers, and 3rd party logistics services providers. It's beyond daunting to face such challenges upstream, downstream ...
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Nine Basic Components of Effective Communication Plans
(Insights/Company-to-Company)
Effective Communication Plans 9 Basic Components The following are nine basic components of Effective Communication Plans: Effective Communication Plans: 9 Basic Components The following ...
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Are Big Accounts Good For You?
(Insights/Company-to-Company)
... When you figure that out, develop a clear plan to protect and grow your most important customer accounts. As Henry Ford once said, "There's nothing wrong with putting your eggs in one basket. Just ...
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Outsourcing: A Business Relationship Management Challenge
(Powerful Ideas/White Papers)
... There is no shortage of barriers to effective outsourcing. To mitigate risk and maximize value, careful planning must be done, including relationship management planning. IT Outsourcing 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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The Southwest Airlines Way
(Powerful Ideas/Book Reviews)
... agents, cargo agents, mechanics, fuelers, aircraft cleaners, and caterers. If these functions do not work together smoothly, the plane takes off late. Southwest, which for years has had the best on-time ...
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Supporting Strategic Account Management with Systems
(Powerful Ideas/White Papers)
... CRM system includes the five abilities below: 1. Ability to Support Negotiation Planning When negotiating new or existing master agreements as well as large sales opportunities, strategic account ...
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Companies Dramatically Improve Sales by Adopting TIPS Selling Process
(Powerful Ideas/White Papers)
... a manager said: “They truly appreciate both the follow-up and that Worthington is actually listening to what they are saying and that they are willing to put a plan in place to improve their situation...ease ...
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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)
... same leader must then have the capacity, as a manager, to coordinate action through planning, staffing and prioritizing with his team. What helps to know when to act as a manager or as a leader is subtle: ...
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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)
... and "enterprise resource planning," all from manufacturing. In his book's first section, Head traces these three manufacturing work practices back to Frederick Winslow Taylor's late 19th century "scientific ...
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Why Have a Voice-of-the-Customer Program?
(Powerful Ideas/White Papers)
... planning and implementation team • Prioritize featured customers • Gather and consolidate account information • Determine and/or design organizational communication channels • Schedule and ...
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Unleashing the Power of Business Relationships
(Powerful Ideas/White Papers)
... healthy team norms, and a common language. The President’s plan yielded two main results. First, the President, who had been a part of many mergers and acquisitions, said that the guided intervention ...
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Aligning A Firm to Unleash Strategic Customer Relationships
(Powerful Ideas/White Papers)
... communication plans and processes to ensure that key messages travel to all departments and levels. This communication reinforces why the firm has chosen to achieve its vision. Successful leaders and their ...
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Experience & Tools
(About Us/Testimonials)
... and a detailed communication plan. I hate consultants who just tell us what to do and then walk away. They stayed and worked through the highs and the lows and helped us create a sustainable, competitive ...