Are your account plans a strategic as you think? Because key accounts drive both short and long-term revenue and profit, one litmus test of how well senior executives are directing the business to achieve the right balance is ...
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Are you serious about creating an account team that can think and act strategically? Or are you doing the same things as your competitors each year ...
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In many of today’s markets growth is becoming slower. In slow growth markets competitors need to steal a market share from you. The first place they will look is your Strategic Customers. How well are you managing your ...
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Is your company facing increasing pressure to compete on price? Are your competitors cutting prices to secure volume, and are you being forced to respond? Are revenues and profits in steady decline? Do you feel helpless to stem the flow?
The long-term implications of price discounting are catastrophic; it creates ...
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How can you turn Strategic Account Managment into a growth engine for your business? Research has revealed that ...
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One critical aspect of managing accounts more strategically is to retain them by increasing barriers to entry against competitors. However, what companies’ often overlook ...
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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 ...
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For each of the past 10 years, Gordian Business has invited an international speaker to deliver a key message to our top clients.
We wanted to give you advanced notice of an Executive breakfast coming up on March 7 at the MGSM CBD Campus.
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To determine which accounts to manage strategically, companies typically use ...
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When we start to work with Account Teams, one of the areas we focus on is ...
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Many companies speak about their Account Manager (alternatives titles include GAM, SAM, KAM and AD) as a single point of contact. Whilst initially this sounds like a good idea for the company and the customer, on deeper assessment it ...
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We have entered a new phase, what I call the Era of Rapid Adaptability® of balancing our intuitive self (the Gut feeling) with ...
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As we saw with Gary’s post last week, the world of strategic account management is changing faster than the world of social media. To remain a key partner, you must ...
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Who are the customers you can’t afford to lose? Often they are those customers who ...
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Like many of our clients in Australia, Asia, Europe and the USA, I continually look at ways to grow a sustainable revenue stream and EBIT from our client base. We grow revenue and profit from our top clients by ...
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We need bold and decisive action in 2012 to deal with the issues of our day. We have entered a new phase, what I call the Era of Rapid Adaptability® (ERA). This means that we need to ...
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