There are four relentless market trends impacting how B2B companies do business. These market trends are long-term, and impact the top and bottom lines of B2B companies around the world.

Customer consolidation

The big are getting bigger through mergers & acquisitions and geographic expansion. For you this means more revenue from fewer customers & greater risk.

Centralisation of decision making

Big customers leverage their buying power and tightly control supplier selection. This means you are now negotiating with head office; existing relationships are less influentional.

Different decision makers

In a post-GFC environment every decision is scrutinised. Procurement are involved in buying decisions where they weren’t before. Senior executives are reviewing even small deals. If you can’t get your value message across to procurement & senior decision makers you will compete on price, and be forced to discount to win & keep business.

Increasing competition

Competition does not stand still. Large traditional competitors want more market share. New, nimble competitors are chipping away at parts of your business. New business models mean cheaper prices that your customers can’t ignore.

All of these market trends are making it harder to keep, win and grow customers profitably. Many companies are reacting not responding: by discounting to keep and win business. Gross margins are shrinking creating extreme pressure to cut costs, making it even harder to compete and grow.

If these long-term market trends are affecting your business we invite you to attend this UTS breakfast session. Find out what global leaders like 3M, DHL, SKF, HP, Siemens and more have done differently to develop and implement long-term strategies to win and grow business with major customers, without resorting to discounting. Strategic Account Management is a critical lever for B2B customer value in a rapidly changing environment.

We will share insights into what these companies are doing differently to deliver value to B2B customers and out-manoeuvre competitors over the long-term.

Presented by two of the region’s leading thinkers on B2B customer value and Strategic Account Management, at this session you will be exposed to:

·        How the B2B business environment is changing

·        What these market trends mean to your industry and your company

·        What major B2B customers are looking for in this changing environment

·        How you can change to create more value for customers, and grow profits for your company

 If you are would like to find out more please contact us at on +61 2 9450 1040 or email me at mail@gordianbusiness.com.au. You can also go to the UTS website.