Managing accounts strategically is a proven way to systematically monitor changes in your customers and competitors and make strategic choices for the future. Companies across many industry sectors have successfully applied the Strategic Account Management (SAM) framework to drive relentless positive change in their business.
So, what are the benefits of working more strategically?
Read MoreWith a tsunami of data it is easy to create large tables of data. However, with such large amounts of data, it is difficult to see what the message is. When presenting these tables, some people leave them in the default order. So, if it was a list of sales by country or sales by product then these would be listed alphabetically. Unfortunately, insights rarely occur alphabetically. So, if you sort alphabetically then you are burying your insights and making it hard for your audience to find the insights.
Find out how to make your insights clearer.
Read MoreTo be a successful negotiator you need to understand that a negotiation can only take place when everyone involved thinks they will get some benefit from the transaction. Both sides want to be in on the deal and all will influence the outcome.
To be successful you must:
In essence - be a TOP negotiator.
Read MoreI have previously resisted sending out a Christmas blog because I believed that the Queen or a world leader waited all year to send out their Christmas message, and I shouldn't create another one. However, it has been a busy year, Brexit, Trump, Turnbull and too many other things to mention. A couple of things happened this week that changed my mind.
Read MoreThe third method of the 'interactive image' is the 'common image'. This special method has several features and benefits that warrant separate discussion.
Read MoreExecutive sponsorship is any change initiative is imperative to success. It is just one of the five risks to managing the change: implementing strategic account management, as discussed in 'What are the risks with organisational change?'
With a SAM program the entire business must own major accounts. There must be genuine commitment and active involvement from the Chief Executive Officer (CEO) and other senior executives..
Read MoreManagers in today's complex business environment require negotiation skills for business success. They need to develop a tool kit of negotiation strategies and understand how these influence and are influenced by their surroundings. Being successful in leading groups and shaping group decision making is vital, both internally and with key customers and suppliers.
In your tool kit you need tools to manage:
How do you manage organisational change with Strategic Account Management (SAM)?
Introducing a SAM program into your organisation must be treated as a major change initiative. Treating the project as purely a sales project is setting yourselves up for failure.
A SAM program takes time to get results and is an initiative to change organisational culture.
Read MoreAs the world reels at the second big shock in 2016, Donald Trump elected as President of the USA, after the UK voted for Brexit. What can we learn about persuasion? So many polls, so many authorities got both events wrong.
We might be tempted to believe as Richard Thaler, Professor of Behavioural Science & Economics said after Trump won, ”This is …a defeat for science and expertise.” No, this is not a defeat for logic. Logic could never win; this is a win for emotion.
Read MoreWe have already explored the theme from market trends: Are procurement undervaluing suppliers? In this blog, we will concentrate on the need to understand culture in global negotiations.
The secret of great global negotiations is not one thing, but many: communication, planning, risk taking and cultural differences. But, one key item or secret of success can be gleaned from Aristotle in his book Rhetoric . The secret is: balance your negotiation argument with logic and emotion.
Read MoreIn a previous blog, we discussed the presenter's image as an interactive image. Now we will move onto the second method.
In this second method, the Persuasive Presenter allows the audience to select their own images for their own reason. This suits a workshop format and produces plenty of interaction.
Read MoreMany companies discover their largest accounts are transactional. They generate high revenues; however, place minimal value on the relationship and minimal value on your company's products and services. They are not interested in developing a strategic relationship with your executive team and if they do it is only to discuss getting reduced prices.
So, how should you best handle these accounts?
Read MoreA headline about the US presidential debate claimed Hillary Clinton unties the Gordian Knot (ABC news online 27 September 2016). In this case, the Gordian Knot is
"... the growing realisation that Mr Trump continues to rise no matter what serial atrocities or outrages he commits ..."
The article talks of Mrs Clinton unpicking the knot during the debate. In plain language, she discredited Mr Trump. The new 2016 book by influence guru Robert Cialdini helps us understand why Hillary was so successful.
Read MoreWhen using the image as an illustration, the presenter assigns meaning to the image, as discussed in our previous blog The Skilful Use of Images. In contrast, when using the ‘interactive image’ method the audience assigns a meaning to an image. There are three methods of the interactive approach:
1. Presenter’s image – Audience’s meaning
2. Audience’s image – Audience’s meaning
3. Common image – Audience’s meaning
Read MoreIn a previous blog, we explored the market trends impacting B2B business negotiations and determined there were two main themes from these trends. The first of these being: Procurement - undervaluing suppliers.
The way organisations buy has become more sophisticated, so more companies have introduced professional procurement managers into their negotiations with suppliers. In today's business environment companies must pull every possible lever to improve profits, so getting a price reduction on a product or service is the easiest way to reduce costs. On face value getting cheaper prices seems an appropriate approach, however, we challenge that paradigm.
Read MoreIn the first blog of this series, we reviewed how to get a deal for Brexit and understood that the top eight countries by population are critical: Germany, France, Italy, Spain, Poland, Romania, Netherlands and Belgium. First to prevent a blocking coalition and second to create a winning coalition of countries. In the second blog, we explained how to prepare for these complex negotiations. In this third blog, we will examine roles when negotiating as a team. Then we will look at how to negotiate in multi-party negotiations.
Read MoreThere 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?
Read MoreYou’re looking to create the perfect customer experience, so you already have a customer survey, what company doesn’t these days? It may even be a regular annual customer survey, because you understand the importance of knowing what your customers think in this highly competitive, turbulent business world.
A recent article by McKinsey Quarterly delved into the importance of a customer feeling as though the service has been personalised for their needs alone.
Read MoreSpend a moment thinking about the messages you received about winning as you were growing up. Think about sport, study, games, finances, and career. Think about your friends’ attitudes to these activities too. It’s probable that most of you are conditioned to think that winning, in any competition, is the most important part of the game.
Read MoreIn the previous blog, we completed the vital step of understanding the process of decision-making. Now we will examine how to prepare for these complex negotiations.
Given the number of countries, it is likely that coalitions of countries will form. Dealing with coalitions requires special skills. But according to Peter Block, one of the most important skills is to say no when you mean no. In other words, a vital part of preparation is to identify what you will not do.
Read More
