Strategic Account Management Association
MAY 7, 2021
In his 2021 letter to CEOs, Blackrock’s CEO, Larry Fink, wrote about the fact that the pandemic had accelerated the tectonic shift to sustainable investing with a near doubling of Blackrock’s investments in this area compared to 2019. Procurement functions in different companies are looking at how to apply ESG metrics to their key suppliers.
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?
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Hubspot Sales
JUNE 17, 2019
And that is even more true when a customer instructs you to work through their procurement process or solicits a request for proposal (RFP). Playing by someone else’s rules whose desire is to squeeze all the creativity, differentiation, and profit margin out of our deals is not fun. I don’t work for procurement people.
Account Manager Tips
MARCH 23, 2021
Importance of key account management Existing business is cheaper and more profitable than new business. Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Pass it on. Click to Tweet. But (and it's a big but). The answer? Key account management to the rescue!
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.
Deep Insight
DECEMBER 1, 2022
Is Net Revenue Retention (NRR) a good predictor of profitable growth? Kainos is a high growth, high profit company precisely because its NRR figures are so strong. In 2019, it hit 139%. Kainos is certainly ‘Best in Class’ and is a role model for any company trying to achieve above-average revenue and profit growth.
Sales Management Matters
JULY 8, 2019
For this article’s purposes, we will define revenue as total sales volume or price and margin as the total profit from the sale (revenue minus cost of sale). Delivery of revenue growth without margin will not help the company achieve its forecasted profit objectives. What type of “margin” is being measured?
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