Market Trends Impacting B2B Business Negotiations

There are a few 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.

1. Customer Consolidation

2. Centralisation of Decision Making

3. Different Decision Makers

4. Increasing Competition

All of these market trends are making it harder to keep, win and grow customers profitably. What does this mean for your organisation?

Negotiation, Stephen KozickiStephen Kozicki9 September 2016Negotiation, B2B, Trends, Value, Price Pressure, Procurement, Global Comment

Too good to change: Too late to act on Trends

This blog follows on from previous blogs on organisations that are too good to change. In this link to a 13 minute TED video, Alison Sanders discusses the art and science of tracking trends. Apart from some fascinating trends, she discusses the importance of timing your action. Most organisations are too late because they do not prepare soon enough for the dramatic impact.

Gary Peacock, Account Management, Change, SAMGary Peacock13 May 2016Strategic Account Management, SAM, Account Management, AM, Key Account Management, KAM, Trends, TimingComment