Strategic Account Management Association
MAY 7, 2021
” Finally, the dramatic increase around the world in government intervention in sustainability is also a key factor. For example, the UK government committed itself to legally binding targets in its 2008 Climate Change Act and will showcase its efforts at the COP26 UN Climate Change Conference in Glasgow, Scotland, this November.
Strategic Planning and Management Insights
OCTOBER 20, 2021
Parks Consulting, where she's won well over $60 million in government contracts. Recently, she started GovConWinners to help service-based small business owners learn how to win their own profitable government contracts.
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Holden Advisors
NOVEMBER 3, 2021
Think: Revenue – Costs = Profit. Works side-by-side with sales to sell value and overcome procurement. We’ve found this is true even with governments, who are typically price and RFP oriented. Pricing Divisions: The Guardians of Revenue and Defenders of Value. Set the right price and you gain revenue. So, who should own value?
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. Government policy and regulation – a key element of PESTLE analysis – also drives many new work opportunities for both lawyers and accountants. So marketing is reliant on research and financial knowledge.
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. You'll need governance in place to review and recalibrate to maximise results. Pass it on. The answer?
Customer Think
DECEMBER 4, 2022
Later we tried to make these profit centers. Some companies have tried to convert these into profit centers. This then converts service users into advocates of the company, increasing its sales, and thereby profits. Governance: often becomes a compliance tool, must do to avoid penalties. Make service a value center.
Red Star Kim
FEBRUARY 8, 2024
Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. Essentially a focus on the most profitable clients. So targeting is often more important and more challenging.
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