Strategic Account Management Association

FEBRUARY 2, 2021

COVID-19 has accelerated a trend already underway toward increased virtual interactions between customers and their suppliers. Moreover, many salespeople we interviewed report that both they and their customer counterparts are often more focused, and more efficient, in virtual interactions than in face-to-face meetings.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Strategic Account Management Association

SEPTEMBER 13, 2021

In business, it has created an opportunity to reflect on how companies are managing customers, and it has given customers a window of opportunity to re-evaluate their supplier relationships to determine which partnerships are truly valuable. Value Realization – This is where the rubber meets the road. We’re seeing it first hand.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. Our contacts and stakeholders just aren’t making decisions – How do we deal with their disengagement and getting pushed back and back while they still expect more from us?

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Account Manager Tips

AUGUST 9, 2022

At some point they meet a seller who believes they have the solution. The buyer will get help from a different supplier (i.e. Connected with key stakeholders and decision makers. Here's what the sales process looks like from a 30,000 foot view: Selling begins with a buyer who has a problem (even if they don't know it yet).

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

OnStrategyHQ

MAY 17, 2023

Mission Workshop [Step One] Brainstorm: Ask participants to review how the survey responses were organized in themes — add more ideas if needed. (OR OR brainstorm on the board). Step Five] Evaluate: Does your mission statement meet the quality checklist? Gather input in advance (survey or whiteboard). repeat for each theme.)

Organization 40

Organization Brainstorming Leadership Decision-making 40

ClearPoint Strategy

NOVEMBER 2, 2021

The bargaining power of suppliers. The leadership team or stakeholders identify the major issues and goals as a first step. From there, stakeholders will create action plans for each goal and begin tracking and measuring progress. The goal is to establish common visions and values for all stakeholders.

Stakeholders 145

Stakeholders Software Software Organization 145

CM Partners

DECEMBER 13, 2017

Furthermore, the traditional boundaries separating employees, contractors, consultants, partners, suppliers and customers are more blurred than ever. Today’s leaders realize that problems are most effectively understood with the input of a healthy cross-section of stakeholders, all of whom are vested in obtaining an optimal outcome.

Leadership 52

Leadership Supply Chain Negotiation Suppliers 52