By Gary Peacock, International Author & Expert in Persuasion
Varian Medical Systems Australia: A Case Study on Strategic Account Management
By Peter Browne and Gary Peacock, Managing partners at Bennelong Group International
and Chris Cowley, Managing Director Varian Medical Systems Australasia.
To win in a shifting profit pool, companies need to improve how healthcare is delivered.
By George Eliades, Michael Retterath, Norbert Hueltenschmidt and Karen Singh
Bain & Company
We live in a world where the business environment changes rapidly. So managing and negotiating with key accounts is now critical to sustaining profits. This means that to manage global accounts, you must be able to negotiate in different cultures and gain support for new initiatives, frequently when the world’s turbulence would suggest caution over courage.
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