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Turning lemons into lemonade: Five ways to reset on customer management fundamentals in a post-pandemic world

Strategic Account Management Association

At that time, customers told us they were less focused on price in negotiations and more focused on keeping the business running, with expectations including: Changes (increase or decrease) in supply chain deliveries Delays in payment schedules Changes in allocation of volume contracted.

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It’d Be a Mega-Mistake Not to Consider the Pandemic’s Megatrends

OnStrategyHQ

Completing an analysis of the megatrends in your competitive, customer, and supply chain environments provides a bird’s-eye-view of what opportunities are present (that weren’t a year ago) or what threats need to be mitigated that weren’t on your radar at the beginning of 2020. Examples of Megatrends In-Play.

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The Sliding Scale of Sales Transformation

Mike Kunkle

Negotiating is included here. Discuss, share, brainstorm, problem-solve, collaborate cross-functionally, use your best judgment, and decide. Or, you can just start to brainstorm forces. Business Acumen. Strategic Account Management. Remember: There is rarely one “right” answer. Nuance and context matter greatly.

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Lateral Leadership: A New Approach to Leadership in Today’s Evolving Corporate Environment

CM Partners

We developed the concept of Lateral Leadership from our work in the field of high-stakes negotiation. Our concept of Lateral Leadership is informed by the work of our colleague, Roger Fisher, and colleagues at The Harvard Negotiation Project, as well as our work in the fields of negotiation, communication and influence.