Any organization's key accounts are its lifeblood. Key Account Management puts forward a unique yet straightforward planning methodology for identifying, obtaining, retaining and developing key customers. Key account management focuses on the long-term investment of resources -- both in terms of product quality and account managers -- into a customer that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones who are most financially secure? Or are they the ones who shout the loudest?
Now in its sixth...
Any organization's key accounts are its lifeblood. Key Account Management puts forward a unique yet straightforward planning methodology for...
Building the Value Machine describes the type of business that many aspire to - a business able to align its internal functions (commercial, technical, operational) in order to collaborate with its key customers in the creation of real and unique value, and all for mutual benefit. The challenge is to find the "right organizational structures," the "right planning and operational processes," and to place all of that under the "right kind of leadership," in order to create the "right kind of value" - the kind that will be good for the customer's business, and the kind that will be...
Building the Value Machine describes the type of business that many aspire to - a business able to align its internal functions (commercial...
As in the past, the professional buyer will attempt to get the best deal for their company, the highest quality goods and services at the lowest possible cost. But there are big changes: purchasing agents today are probably well versed in supplier evaluation, spend analysis and strategic sourcing. Through internal training or certification, professional buyers will be familiar with financial fundamentals, negotiating tactics and will have trained in communication skills. Sellers are now faced with more professional, more knowledgeable and more powerful buyers. Traditional sales techniques...
As in the past, the professional buyer will attempt to get the best deal for their company, the highest quality goods and services at the lowest possi...
