Only 15% of companies manage their accounts strategically - how does your company measure up?

Based on a 2010 study of senior managers from manufacturers, retailers and distributors in Europe and North America, only 15% of organisations measure up when it comes to managing their key accounts in a truly strategic manner. Alarmingly, 65% of companies believe they are managing their key accounts strategically, so ...

SAM, Account ManagementPeter Browne5 June 2014Common Mistakes, Strategic Account Management, Value, Create Value, SAM, KAM, Key Account Management, AM, Account ManagementComment

Negotiation Success is linked to the Power of 4

Having worked on live negotiations for the past 25 years, this often means that people don’t prepare as well for negotiations. The power of 4 is the four things we must do before we ...

Negotiation, Stephen KozickiStephen Kozicki5 June 2014Common Mistakes, Decision Making, Meeting, Negotiation, Prepare, Trade, ValueComment