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Category Archives: Customer Management
Taxing times for relationship managers
Yesterday, as usual, I woke up to the sound of BBC Radio 4’s ‘Today’ programme and a report on the apparent infiltration of tax consultants from the ‘Big Four’ accountancy firms into HM’s Treasury department. These consultants were on short-term placement … Continue reading
Are your sales people competing with each other?
This week I watched an amazing piece of footage of a flock of Starlings flying in the early evening sky and creating the most beautiful shapes, like isotopes forming and reforming before my eyes. This is nature at its very … Continue reading
Posted in Customer Management, Key Account Management, Sales Excellence
Tagged Sales, Sales Effectiveness
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London Selling to Procurement Workshop
Following the success of our recent Birmingham open ‘Selling to Procurement’ workshop, we are running a further workshop on May 23rd in central London. For those of you in sales and account management who regularly meet with professional buyers / procurement, this … Continue reading
Posted in Customer Insight, Customer Management, Deal Coaching for Sales, Key Account Management, Negotiating with Procurement, Negotiation, Sales Excellence, Selling to Procurement
Tagged Account Management, GAM, Global Account Management, KAM, Key Account Management, Negotiation, Sales, Sales Effectiveness, SAM, Strategic Account Management
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Power: A Place in Education and Training?
In this fourth and final blog in a series on power in buyer-supplier relationships from Chris Lonsdale, he argues that it would be a mistake to simply dismiss ‘power’ as ‘bad practice’, and proposes that teaching managers about power is about preparing them … Continue reading
Compass wins prestigious award
We are delighted to announce that our client, Compass Group PLC has won an award for its work in growing its international clients business. The award was announced by the highly respected Strategic Account Management Association (SAMA) and recognizes the … Continue reading
The Use of Power in Supply Markets
In this third in a series of blogs from Chris Lonsdale on the concept of power in buyer-supplier relationships, he asserts that a dominant power position in a business relationship is just that, a position. It doesn’t have to be aggressively … Continue reading
Revisiting Buyer-Supplier Power
The current horse meat scandal is one of those regular events in British life that confirms the prejudices of all manner of people. The usual suspects have (inevitably) seen this as the latest reason to bash the EU. Other usual … Continue reading
Posted in Customer Management, Key Account Management, Procurement, Relationship Transformation, Sales Excellence, Selling to Procurement, SRM, Strategic Negotiation, Supplier Management
Tagged KAM, Key Account Management, Negotiation, Procurement, Sales, Sales Effectiveness, SAM, SRM, Strategic Account Management, Supplier Performance Management, Supplier Relationship Management, Supply Management
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What have you done for them lately? 10 questions to ask your sales force
In this, the second in the Mining Existing Accounts series, ‘recency of purchase’ is considered and with it, a challenge to your sales force is proposed. When working with large accounts it can be easy to lose sight of some business areas … Continue reading
Recency, Frequency and Value – 3 indicators of key account health
This is the first in a series of Mining Existing Accounts blogs that are written for sales and account managers aiming to regain access to or re-energise their key customer relationships. I will discuss in detail three indicators of key … Continue reading
Looking through the eyes of procurement…
Congratulations to the participants of our first ever open selling to procurement workshop that took place in Birmingham on the 4th December. We began by reveiewing our latest research into the Sales: Procurement relationship. View here: The Sales & Procurement Relationship. … Continue reading
