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How to Recover Strategic Account Relationships
(Powerful Ideas/White Papers)
... to a possible champion at the suppliers that you can use in the discussions to follow. Step Three: Identify key participants and assess their concerns and needs. In this step you graph the relationship ...
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Relationship Rhythms
(Powerful Ideas/A Message from Sallie)
... there is, for heavens sake, do it. Make a move. Take a risk. Ask a question. Listen more closely. Alter your tone. Do whatever it takes to make the relationship rhythm as productive as possible. Your colleagues, ...
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Supporting Strategic Account Management with Systems
(Powerful Ideas/White Papers)
... to include interactive modeling to support contract renegotiation. Such a model would typically be a custom-built application – possible an Excel model with macros or the equivalent available from the ...
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Quantifying Value Delivered
(Insights/Company-to-Company)
Quantifying Value Why is it important to quantify the value I provide to my customer? What are possible ways to add value? How do I identify value-added services? Quantifying ...
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Ted Levitt On Marketing
(Powerful Ideas/Book Reviews)
... product, the expected product, the augmented product, and the possible product. Levitt paves the way for Starbucks, bottled water, pet rocks, and indirectly a great many service offerings. There are ...
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What Clients Love: A Field Guide to Growing Your Business
(Powerful Ideas/Book Reviews)
... and as graphic as possible. He makes these points most dramatically when he gives his proscriptions regarding PowerPoint presentations. Beckwith says, "Impressive slide shows aren't." He looks at PowerPoint ...
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Unleashing the Power of Business Relationships
(Powerful Ideas/White Papers)
... Without support systems, computer or otherwise, it may be impossible for managers to leverage the talents of employees around the world. The key point is that firms do not seek to block relationship building, ...
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Capture Customer Expectations to Create a Strategic Advantage
(Powerful Ideas/White Papers)
... she was given are other possible service gaps. Capturing the gaps between expectations and experience allows a supplier to prioritize improvements in its service delivery system and consistently match ...
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Early Warning Signs for Troubled Relationships
(Powerful Ideas/White Papers)
... genuine business concerns. Like those customers, once one of your critical customers is viewed as a complainer, it will be almost impossible for them to get the level of service needed and expected. Thus, ...
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How Winners Get Through the Tough Times
(Powerful Ideas/A Message from Sallie)
... on doing an excellent job on the task at hand. That way they experience regular short-term successes that keep them motivated. 3. Know the Options. They have looked at possible scenarios and know their ...
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Success Despite Uncertainty
(Insights/ Individual)
... to better differentiate ourselves. Think outside the box. What is a whole new business game you could create? What might be possible now that has never been possible before? Don't stop. Fear of the ...
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Acquisition Integration
(About Us/How We Help)
... EBITDA % Market share Cost per item acquired Revenue per item sold Employee turnover and its related costs In addition, the integration worked so well that it was almost impossible to tell ...