Red Star Kim

NOVEMBER 18, 2022

This article was published in the latest edition of PM Forum Magazine. PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback. Develop Employer Value Propositions (EVPs). Alan Gotto, chair of Consultancy Procurement Council.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Revenue Storm

MARCH 14, 2023

Therefore, your opportunity should stand out as the best choice for all stakeholders involved. #2: Remember, our mission is to find the other buyers and influencers and broaden our value proposition. 5: “The procurement process will be easy.” – It never is! Many deals have been stalled and then defeated by procurement.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Revenue Storm

DECEMBER 7, 2021

In a deal we were recently coaching for a client in the UK, the customer procurement team was pushing for a short-term enterprise agreement as an extension to address their forecasted cloud need for the next 12 months. Unfortunately, not all our customers are quite so excited about blockchain, cognitive computing, or a journey to the cloud!

Digital Transformation 78

Digital Transformation Procurement Value Proposition Digitalization 78

Hubspot Sales

NOVEMBER 27, 2017

Ask them for introductions to the other stakeholders; forging multiple relationships means you’re less vulnerable if one of your contacts finds a new job, loses influence, or decides to focus on different priorities. You should also ask your champion or main contact for access to Procurement relatively early in the process.

Procurement 94

Procurement Decision-making Negotiation Value Proposition 94

Insightly

NOVEMBER 1, 2022

Value proposition development: Now you’ve gathered as much data as possible about your customers and aligned all stakeholders, you can establish and create value propositions for each segment. Now your strategy and value creation processes are designed, you should communicate the changes unilaterally.

Profitability 52

Profitability CRM Value Proposition Customer Experience 52

Account Manager Tips

JULY 9, 2020

The rest of this article will explain how, so read on. For example don't say "meet with key stakeholders" when the job description has identified who those stakeholders are and you can say "meet with Product Management and Technical" instead. Meet: Stakeholder relationships. This is great for job interviews.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Account Management Skills

AUGUST 24, 2021

I’m updating internal and external stakeholders, and all that sort of stuff. So the idea is I have a value proposition and the customer buys off my value proposition it doesn’t really 100% work for them. But it’s a very similar dynamic, I’m still creating a plan. And so they’re out.

Account Management 98

Account Management Management Account Planning Co-Creation 98