Red Star Kim
SEPTEMBER 8, 2023
The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Price is a major driver of profit. Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders. Books on pricing?
Red Star Kim
NOVEMBER 18, 2022
She explained her firm’s core purpose was to build trusting relationships and vision of being independent, sustainably profitability and global. Alan Gotto, chair of Consultancy Procurement Council. It was fascinating to hear a procurement expert talking so passionately about the need for strong relationships.
Account Management Skills
JANUARY 29, 2024
Well, Gartner says “if the AM is either unwilling or unable, the growth engine stalls” Having taught account growth since 2016, I don’t generally see a lack of willingness among agency account managers. So given the obvious commercial opportunity, what holds them back? BUT I do see the AM isn’t able.
Red Star Kim
FEBRUARY 8, 2024
Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. Essentially a focus on the most profitable clients. So targeting is often more important and more challenging.
Deep Insight
DECEMBER 1, 2022
Is Net Revenue Retention (NRR) a good predictor of profitable growth? Now suppose Kainos signed up no new clients in 2016. Its revenues would still have grown as the clients that were on its books in 2015 generated revenues of £68m in 2016. Here’s the NRR calculation: Net Revenue Retention in 2016 is £68m ÷ £61m = 111%.
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