Competition in the B2B world has never been fiercer. With more companies fighting over every contract, the sales teams are now laser-focused on the next sale and holding on to each customer, whatever it takes. How organisations measure their employees, and what behaviours they reward add to the laser-focus on short-term gains.
Read MoreWith the MTAA Value Summit quickly approaching and World Book Day next week, I thought I would share an extract from my successful book with Gary Peacock: Managing B2B customers you can’t afford to lose. This extract concentrates on creating value through joint partnerships.
Read MoreIt is surprisingly difficult to predict how your account team will adapt to a more strategic way of managing their accounts, and the more influential role they will play in the company. Until your SAM program is underway, you won't know who will make the transition.
Read MoreThe first barrier to change is most people don't like change. They tend to stick to what they know and what worked before. However, change is happening: like it or not.
Read MoreRecently we chaired a panel session at a conference run by the Medical Technology Association of Australia. The title of the session was Sustainable Healthcare, a panel discussion exploring the differing business needs of suppliers and hospitals. While it was about health, the problems with KPI’s apply to many businesses.
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