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How to Recover Strategic Account Relationships
(Powerful Ideas/White Papers)
How to Recover Strategic Account Relationships by Joe Sperry, S4 Consulting Firm-to-Firm Relationships In our experience, almost every business-to-business supplier has co-destiny accounts, those ...
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Logistics and Supply Chain Relationships: Fueling the Drive to Win-Win-Win
(Powerful Ideas/White Papers)
... with customers are too important, too pervasive, and too strategic to be abandoned to sales and marketing alone. Another Shoe, Another Foot Here’s the moment at which the power of relationships begins ...
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Yesterday's News and Today's Opportunity
(Powerful Ideas/White Papers)
... isn't so much a retailer as it is a supply chain company. Perhaps the same could be said about Amazon. Every company in an end-to-end supply chain operation still has strategic and tactical decision ...
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The Power of Relationship Assessments
(Powerful Ideas/White Papers)
... do you need an account assessment? We find that relationship assessments are the most effective diagnostic tool to determine the health of strategic account relationships, especially when the assessments ...
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Supporting Strategic Account Management with Systems
(Powerful Ideas/White Papers)
Supporting Strategic Account Management with Systems by Dan Shaffer, S4 Consulting Since S4 Consulting began almost 25 years ago, we have sold neither systems nor software. At the same time, ...
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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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The Most Effective SAMPs We Know
(Insights/Company-to-Company)
Most Effective SAMPs The most effective Strategic Account Management Programs (SAMPs) we know of share a mutually beneficial relationship with their suppliers. That means they deliver superior ...
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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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Grow To Be Great: Breaking the Downsizing Cycle
(Powerful Ideas/Book Reviews)
... costs in maintaining strategic relationships, such as those with customers and employees. Where customers are concerned, we've already seen suppliers cut customer service people, field techs, and dedicated ...
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Business Market Management: Understanding, Creating, and Delivering Value
(Powerful Ideas/Book Reviews)
... solutions") valued by all members of a segment. They then show how those suppliers augment that offering for strategic customers and how they charge for or unbundle services for smaller firms. They argue ...
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Why Have a Voice-of-the-Customer Program?
(Powerful Ideas/White Papers)
Why Have a Voice-of-the-Customer Program? by Kim Wilson, S4 Consulting In supplier firms, where does critical knowledge about a strategic customer reside? In the Account Manager’s head? Does the firm ...
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Unleashing the Power of Business Relationships
(Powerful Ideas/White Papers)
... and conflict resolution. At a financial services firm we know, the strategic direction of the company changed so dramatically that one division that had been a minor player suddenly became the division ...
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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 ...
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Aligning A Firm to Unleash Strategic Customer Relationships
(Powerful Ideas/White Papers)
Aligning A Firm to Unleash Strategic Customer Relationships Organizational alignment means, among other things, that every department and employee are headed in roughly the same direction and ...
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Experience & Tools
(About Us/Testimonials)
... advantage." VP, Strategic Accounts, Health Services Company ...
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The Seven Keys to Managing Strategic Accounts
(Powerful Ideas/Book Reviews)
The Seven Keys to Managing Strategic Accounts By Sallie Sherman and Joseph Sperry Learn more... The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive ...
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20-80 Costs
(Insights/Company-to-Company)
... you provide me with Y, which saves me some $750,000 a year?" One of the Strategic Account Manager's jobs is to understand, create, quantify, and deliver the value-added initiatives that, we argue, are ...
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Communication Plan
(Insights/General)
... organizational change effort, a strategic direction change or any other business initiative. It is generally a working plan that constantly evolves as events occur, staying ahead of communication needs. ...
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No News is Bad News
(Insights/Company-to-Company)
... Such studies almost always miss the internal enemies. Which strategic accounts are not sending back their customer surveys? In the world of customer satisfaction and loyalty, you should assume that no ...
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Are Poor Relationships Sinking Your Business?
(Scrollers/Scroller Articles)
... Is there constant friction between Sales and Manufacturing? Does one of your largest accounts not really respect the strategic account manager they’ve been assigned? A business is built not on dollars ...