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Think good business is all about profit? Guess again…

Mercuri International

Purpose means being driven by a higher goal beyond solely profit and genuinely caring for societal and environmental issues. To be profitable. But even if money and profitability are prerequisites to running a business, this short-term pursuit of profit is being increasingly questioned, by both customers and personnel.

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The Kraljic Matrix

Flevy

Two key factors critical for devising a robust purchasing and supply management strategy are: Strategic importance of purchasing: This factor measures the ratio of raw material costs to total costs, their impact on profitability, and the value addition done by the entire product portfolio. Move towards reducing unacceptable sourcing risks.

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9 Unexpected Reasons Why Key Account Management is Important

Account Manager Tips

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. Suppliers are dispensable.

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Big Customer Negotiating: Dancing with a Gorilla

Holden Advisors

Let’s take a look at how GE evolved to a sole-supplier partnership with Boeing. GE won the deal and became sole supplier of engines for three versions of the 777. Sellers need enough confidence and willingness to lose the business to get a profitable deal. So, if you feel like you’re dancing with a gorilla, change the music.

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Building Relationship Strategies: Time To Get Personal

Upland

In fact, suppliers who adopted the Credo of the Sales-Ready Messaging wallow in a misguided comfort that their marketing collateral and sales documents are on message and so their work is done. Applying technology in this way is all about profitably scaling the confluence of supplier and buyer individuality.

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How to Identify Key Accounts: A Quick Guide to Getting it Right

Account Manager Tips

Is your solution a good fit and does it meet your clients’ needs compared to other suppliers? To what extent will your customers invest in the relationship and view you as a strategic supplier? Clients who believe in joint success and consider you a strategic supplier. Revenue is a vanity number without profit.

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What is “return on sales” and how to improve it?

QYMATIX

It looks at your total net turnover figures and denotes how much profit is earned on every euro you take in. It uses your net sales and operating profit to arrive at this figure. Other names for ROS are operating income margin, operating margin, operating profit margin and EBIT margin. This is expressed as a percentage.