Meetings Procurement Profitability Suppliers 
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. Invested in the relationship and view you as a strategic supplier. Pass it on. Click to Tweet.
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. We had call center people meet VPs of a Godrej division. They really need to be value centers.
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Account Management Skills
JANUARY 11, 2022
In this episode we talk about making client relationships more profitable. He specialises in helping agency leaders and their teams negotiate more profitably. Now some of you may have vampire clients, because what they do is they suck the profitability out of your business. Welcome to Episode 53. Jenny 08:34. Chris 08:50.
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. Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Suppliers submit proposals to provide them. Reduce payment terms.
Revenue Storm
JULY 13, 2021
Are we enabling our client to increase revenues, profits, enter new markets, and beat their competitors? When responding to a known need, maybe through an RFP/RFI process, the project and procurement team charged with selecting a supplier must be convinced. This will get them to meet with us.
Brooks Group
MARCH 28, 2024
By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. Identify contacts in your network who may be able to make introductions and facilitate meetings. Get introduced through existing executive relationships.
Account Management Skills
MAY 22, 2023
In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.
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