Strategic Account Management Association

FEBRUARY 2, 2021

COVID-19 has accelerated a trend already underway toward increased virtual interactions between customers and their suppliers. And we need extensive collaboration with potential suppliers to explore requirements and alternative technologies? We’ve been using e-auctions for 20 years. Figure 5: Most common challenges of virtual selling.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Account Manager Tips

NOVEMBER 22, 2022

As a supplier you need to adjust fast and build a foundation of trust. My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week. Pre-existing relationships with competitors that may jeopardise your current status as a supplier.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Account Manager Tips

APRIL 2, 2021

The Art of Procurement podcast How much do you understand about the buying process, supplier management and procurement? How do they interact internally with stakeholders and externally with suppliers? How do they interact internally with stakeholders and externally with suppliers? If you're like me, not a lot.

Key Account Management 234

Key Account Management Account Management Procurement Management 234

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. Create contact plans to keep in touch with key stakeholders in your company and your client's. Suppliers submit proposals to provide them. You get the idea.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

The SAMA Podcast

JULY 6, 2021

To wit: Only 20% of enterprise buyers think their suppliers understand their business. By training sellers to understand what's top of mind for their customers' myriad stakeholders and giving them the tools and knowledge to tailor their messages to each stakeholder. How to close this gap?

Suppliers 104

Suppliers Stakeholders 104

Vantage Partners

SEPTEMBER 12, 2023

The leader of the business navigates the organization and across its external landscape of partners, suppliers, customers, and other stakeholder relationships. They align around a shared vision and harness the friction of creative differences and conflict to spark action and innovation.

Leadership 83

Leadership Emotional Intelligence Suppliers Stakeholders 83

Vantage Partners

SEPTEMBER 12, 2023

The leader of the business navigates the organization and across its external landscape of partners, suppliers, customers, and other stakeholder relationships. They align around a shared vision and harness the friction of creative differences and conflict to spark action and innovation.

Leadership 64

Leadership Emotional Intelligence Suppliers Stakeholders 64

Account Management Skills

APRIL 22, 2024

This helps any new client taking over see we’ve been consistently adding value – it also helps you prove your value to other (possibly more senior) client stakeholders in the client’s business. We need to be documenting the outcomes so we keep a record of how we’ve achieved outcomes over time.

Account Management 52

Account Management Suppliers Management Stakeholders 52

Clarity Engagement Solutions

NOVEMBER 9, 2020

Providers, payers and suppliers, also a distribution supply chain and the patients themselves. What are the pressures and challenges that stakeholders face at the moment? What does it include? – The rapid pace of change and innovation. – Patient empowerment. – The effect of merger and acquisition activity.

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

Customer Think

DECEMBER 4, 2022

One way to make any department or stakeholder relevant is to convert it into a value center. Unilever was preferred for edible oil in retail because they phased out non-sustainable production of palm oil, and their procurement of such oils from sustainable conscious suppliers increased the cost. They really need to be value centers.

Suppliers 75

Suppliers Government Profitability Procurement 75

Clarity Engagement Solutions

NOVEMBER 9, 2020

Providers, payers and suppliers, also a distribution supply chain and the patients themselves. What are the pressures and challenges that stakeholders face at the moment? What does it include? – The rapid pace of change and innovation. – Patient empowerment. – The effect of M and A activity.

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

Arpedio

FEBRUARY 20, 2024

Partnerships and Alliances: Building relationships with other organizations, suppliers, distributors, or strategic partners to leverage complementary strengths and resources. Negotiation and Deal Making: Engaging in negotiations with potential partners, clients, or stakeholders to secure favorable agreements or contracts.

Negotiation 40

Negotiation Suppliers Strategic Thinking Stakeholders 40

Planview

MARCH 28, 2024

Lastly, established tier-one suppliers are grappling with dual challenges: a scarcity of comprehensive software expertise and a dearth of suitable hardware platforms for deployment. This statistic serves as a call to action for automotive manufacturers and suppliers to prioritize the enhancement of their software development capabilities.

Manufacturing 59

Manufacturing Suppliers Software Software 59

Planview

FEBRUARY 29, 2024

Amidst the relentless waves of innovation and competition, OEMs, suppliers, and manufacturers in the automotive industry navigate a sea of challenges and opportunities. Connectivity becomes key, linking software suppliers seamlessly to the organization’s lifecycle.

Prioritization 59

Prioritization Innovation Suppliers Manufacturing 59

Customer Think

FEBRUARY 2, 2022

Trust is the basis of any valuable relationship with friends and family, employees and employers, customers and suppliers, and among partners. You entrust these parties to enrich your life, business, and growth. They entrust you to do the same. Trust is reciprocal.

Suppliers 118

Suppliers Stakeholders Customer Experience 118

QYMATIX

FEBRUARY 26, 2024

Stakeholders can use return on sales and information on outstanding or planned liabilities to get a picture of your company’s situation. Negotiate supplier discounts Next, anything you can do to cut your cost of goods sold will positively impact your return on sales. How do you calculate return on sales?

Shareholders 52

Shareholders Suppliers Profitability Sales Analytics 52

Hubspot Sales

FEBRUARY 13, 2024

One of the big questions on that front is, “What's a shareholder versus a stakeholder?” So, to help you get a better sense of what shareholders and stakeholders are and how they differ, I've put together this handy guide. Table of Contents Shareholder vs. Stakeholder What is a shareholder? Here we go. Here are the key points.

Shareholders 89

Shareholders Stakeholders Government Suppliers 89

Revenue Storm

JUNE 14, 2022

In a report published in Q1 this year from Gartner, in a complex B2B purchasing decision, the stakeholders spend only 17% of their time with suppliers. If you are in a competitive situation with, say 5 potential suppliers, this means that your buyers are only engaging with you about 3.4% of the time.

Suppliers 78

Suppliers B2B Decision-making Facilitation 78

Account Manager Tips

MAY 1, 2021

Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? Do you need the support of internal stakeholders? Understand the commercial inputs and be clear on margins and your walk away pricing. What’s the historical relationship with the client? Are there related issues?

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

QYMATIX

FEBRUARY 26, 2024

Stakeholders can use return on sales and information on outstanding or planned liabilities to get a picture of your company’s situation. Negotiate supplier discounts Next, anything you can do to cut your cost of goods sold will positively impact your return on sales. How do you calculate return on sales?

Shareholders 40

Shareholders Suppliers Profitability Sales Analytics 40

Upland

NOVEMBER 27, 2023

It might be operational, financial, or technical, or have to do with markets, competitors, partners, suppliers, or even their own customers. A pressure might be… Losing market share to a competitor Supplier costs rising Insufficient revenue. It could be rooted either internally or externally. Why do they need to act?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Account Manager Tips

MAY 1, 2021

The buyer will get help from a different supplier (i.e. Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? Do you need the support of internal stakeholders? not you) to solve the problem. The buyer chooses you to solve the problem with or for them. Client Retention.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Apptivo

JULY 28, 2022

The aim is to improve the relationship with the stakeholders including the vendors, the customers and other agencies. Relationship manager can keep track of the suppliers and acquire data which will help you identify the weaknesses. Your brand should exhibit value and image among the customers, suppliers, vendors and other agencies.

Management 52

Management Interpersonal Skills Suppliers B2C 52

Arpedio

OCTOBER 11, 2021

The KAM must manage a program and lead the business strategy across internal stakeholders and the value co-creation with the stakeholders at their key accounts – not a trivial endeavor. Now more than ever, key or strategic customers are gaining even more investment from their vendors. SAM is a journey. It's not a one-time project.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Account Management Skills

JANUARY 25, 2022

There could be supplier performance issues, whilst we try to work with our suppliers, to iron out issues together find solutions, occasionally you will reach a stage of the relationship where you say, this is not going to work, we’re going to have to change. So for that, you would definitely go out and do a pitch process.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

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. Purchase decisions often involve multiple stakeholders and a longer sales cycle. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Whetstone

MAY 9, 2023

Highlight your expertise Procurement departments are often looking for suppliers who are experts in their field. He said even though he treats most suppliers as vendors, he actively looks for vendors that can become strategic partners. Years ago, a procurement officer sat in one of my strategic selling courses.

Procurement 40

Procurement Suppliers Value Proposition Decision-making 40

OnStrategyHQ

MAY 1, 2023

This analysis would look at the organization’s strengths and weaknesses in meeting the needs of your customers or stakeholders As you dive deeper into an internal analysis, you will examine internal factors that give an organization advantages and disadvantages in meeting the needs of its market, customers, partners, and even employees.

Suppliers 105

Suppliers Supply Chain Energy and Utilities Organization 105

Hubspot Sales

DECEMBER 24, 2020

For example, unexpected downtime in a production line can cause a backlog, as well as difficulty with suppliers. It’s also worth noting that, while backlog data may be shared with stakeholders or potential investors, it’s usually not disclosed publicly. The Importance of a Sales Backlog. The higher the number, the smaller your backlog.

Management 137

Management Sales Investors Suppliers 137

Miller Heiman Group

APRIL 2, 2019

Complacency can lead you to overlook the warning signs that your customer might leave for other suppliers. Did your point of contact or coach mention any restructuring or reorganization that required them to consider other suppliers? Also, consider recent changes with your customers.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Gordian Business

AUGUST 27, 2019

Value with your strategic accounts means focusing on the concept of joint value creation between a strategic supplier and a key account. The Health Economics team brings extraordinary focus to an account or market or key government stakeholders. “ The future is about creating value. ” ” — Jessica Jackley.

Digitalization 52

Digitalization Suppliers Government Healthcare 52

Brightbridge Consulting

AUGUST 5, 2021

An issue we are not surprisingly seeing is that our customers own clients have stayed with virtual conversations and for lower value sales appear to be increasingly bypassing conversations and going straight for a decision on supplier and placement of the order. This reduction of customer contact is a significant challenge.

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

Hubspot Sales

NOVEMBER 26, 2019

Which evaluation criteria are the other stakeholders using? Is there a committee assigned to choosing a [vendor, supplier, solution]? Should I be aware of any priorities or concerns from other stakeholders? Their answer will reveal if they’re a junior decision maker responsible for the initial supplier research.).

Decision-making 79

Decision-making Suppliers Value Proposition Stakeholders 79

Arpedio

NOVEMBER 30, 2021

One of his strategies is to discover the individual perspectives on the problem the stakeholders are trying to solve prior to a meeting and then tailor our proposal based on their needs to reach a common ground. Customer: Supplier selection: “Does this do what we want it to do?”

Digitalization 52

Digitalization Account Management B2B Decision-making 52

AchieveIt

FEBRUARY 9, 2023

Develop and maintain successful relationships with local suppliers. Let’s have a look at some examples of how they differ: If your goal is to attract new customers by adding products to your range, a CSF could be to create relationships with local suppliers so you can source locally. Increase the number of new clients each month.

Stakeholders 52

Stakeholders Suppliers Communication Innovation 52

Planview

NOVEMBER 9, 2023

Think of new product enhancements or concepts that come from customers, strategic portfolio initiatives, agile process improvements from employees, or innovations from suppliers and partners. What’s the use case, and who are the actors/stakeholders? Which resources are in play, and which are not? When do we need to deliver?

Innovation 52

Innovation Decision-making Facilitation Suppliers 52

Account Manager Tips

AUGUST 9, 2022

The buyer will get help from a different supplier (i.e. Connected with key stakeholders and decision makers. Through a series of conversations, each looks at the problem and how to solve it. Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130