Decision-making Shareholders Suppliers Value Proposition 
Strategic Account Management Association
DECEMBER 3, 2020
Shifting from focus on shareholder value only to stakeholder value as well – and a broadening understanding of what stakeholder value means. Only by making astute observations will you uncover potential new sources of value. O’Leary’s advice: Projects with the best “story” will be funded and resourced first.
Account Manager Tips
JUNE 29, 2021
Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Build relationships with decision-makers and expand your network. Suppliers submit proposals to provide them. Define price strategy. Learn about new vendors.
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