Red Star Kim

NOVEMBER 9, 2023

Being easy to read, short and jargon-free The Strategy Book (FT Publishing, 2012) is a considerable achievement bearing in mind the subject matter. I deliver and facilitate strategy workshops and it’s always good to be able to recommend strategy books to delegates. The brief strategy stories bring his ideas to life.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Upland

JANUARY 29, 2024

More accurate sales forecasting: By understanding customer decision-making and buying cycles, your teams can create a more predictable sales pipeline and plan their strategies accordingly. Competitive advantage: A well-executed account planning strategy can provide an edge in the marketplace. Rather, it’s about people.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Red Star Kim

FEBRUARY 8, 2024

And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. And fee-earner personal networking strategies which could be described as “cast the net wide and see what we capture”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

FEBRUARY 16, 2023

I am constantly looking out for new material and best practice to incorporate into my strategy workshops. Occasionally, I summarise the key ideas – so here are some items that caught my eye recently – Strategy case studies and more matrices. Dates for future strategy sessions at PM Forum.

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

Strategic Account Management Association

AUGUST 24, 2021

Karen Passmore is Partner at the management consulting firm McKinsey and Company where she works on organizational design and go-to-market strategies with a focus on breaking down organizational silos. Kahn recommends that “by providing the optimum value that the customer expects, you can generate a very profitable business.”. #3

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

Flevy

FEBRUARY 17, 2024

Customer Segmentation and Analysis stands at the forefront of this understanding, enabling organizations to tailor their strategies, products, and services to meet the diverse needs of their customers. Additionally, aligning customer segmentation strategies with overall business goals remains a significant hurdle.

Management 52

Management Digital Transformation e-Learning Acquisition 52

CSSP

OCTOBER 10, 2023

The “strategy light” version – a one or two-day retreat, seems super practical, while the “heavy strategy” version – a constant or months-long excursion – seems far less doable. Strategy, these people argue, is so central to our success, that we should assure ample time for planning on an ongoing basis.

Banking 93

Banking Small Business Profitability Marketing 93

Red Star Kim

JUNE 15, 2023

We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation). or profits greater than £150000), active and inactive companies with up to 10 years’ of financial data. Helpful for competitor analysis.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

DECEMBER 5, 2023

In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. Proactive marketing and business development executives – CRM, internal engagement and career insights. It was on budget day so those from accountancy and tax practices had a lot going on.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Flevy

DECEMBER 9, 2022

Sustainable growth necessitates a Capabilities-driven Strategy (CDS), instead of the conventional market-driven approaches, focusing on anything that customers want. The Capabilities-driven Growth Strategy entails capitalizing on the organization’s current strengths, utilizing all possible ways—e.g., How do we balance both?

Supply Chain 114

Supply Chain Value Proposition Digital Transformation Profitability 114

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. So it was interesting that one of the poll results showed that over 60% never complete a competitor analysis in support of their pitches (it is possible that their fee-earners led the way here).

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Flevy

FEBRUARY 19, 2024

For organizations across the spectrum, these metrics provide a lens through which growth can be assessed, strategies refined, and objectives recalibrated. We aim to shed light on how these KPIs can enhance decision-making processes , inform strategy formulation , and drive operational improvements.

Business Growth 52

Business Growth Management Digital Transformation Profitability 52

ClearPoint Strategy

DECEMBER 10, 2021

Every organization must make a big strategy shift at some point or another to stay at the forefront of its industry. Successfully shaping and executing a new strategy is challenging, but there are a few standout examples we can all learn from. In 2012, Best Buy had plummeting profits, sales, and stock prices.

Organization 98

Organization Computers and Electronics Banking Government 98

AchieveIt

MARCH 6, 2024

These metrics shed light on how effective your operations and strategies are and pinpoint exactly where you can do better. A successful performance measurement approach needs a strategic tech partner who gets the complex relationship between technology, strategy, and culture. Key performance indicators (KPIs) are vital.

Decision-making 52

Decision-making Profitability Finance Advertising 52

Arpedio

FEBRUARY 5, 2024

One of the key benefits of whitespace analysis is its ability to contribute to increased revenue generation. This, in turn, can lead to higher sales volumes and greater profitability. In the following sections, we will explore the strategies and techniques that can be employed to effectively exploit whitespace.

Acquisition 52

Acquisition Decision-making Sales Innovation 52

Red Star Kim

NOVEMBER 1, 2023

Amongst the delegates were business development executives and managers with responsibility for between three and five clients as part of their firm’s Key Client Programme (KCP) or Key Account Management (KAM). A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Account Manager Tips

OCTOBER 11, 2021

Account plans are help you define your key account strategy. You need to keep them informed of your strategy, any important changes and to get things done. Start with a six factor SWOT analysis (strengths, weaknesses, opportunities and threats). So revisit this analysis a few times a year. Only the ones you want to keep!

Account Management 246

Account Management Key Account Management Management Suppliers 246

Red Star Kim

MAY 11, 2023

The course also offers a helpful brand creation plan and a brand plan template (brand essence, brand assets, brand protection and brand strategy). And use P2P (Peer-to-Peer) marketing to win further customers (a key part of referrer management strategies ).

Management 130

Management Co-Creation Publishing Leadership 130

Flevy

FEBRUARY 2, 2023

It may result in divestiture of established businesses , even profitable ones, if they do not match the Strategy or the enterprise’s most distinguishing capabilities. Data analysis indicates that activist shareholders returned double digit rewards for investors compared to the single digit returns by other investment funds.

Shareholders 109

Shareholders Investors Digital Transformation Digitalization 109

Flevy

MARCH 2, 2021

A problem that executives often face is finding a tool to identify where and how to compete, identify profitable markets, evaluate investment options, and price their products rightly. Investment Strategies. Outlined by McKinsey & Co. Outlined by McKinsey & Co. Business Unit Strength. GE-McKinsey Matrix Approach.

Profitability 90

Profitability Facilitation Marketing Leadership 90

PandaDoc

APRIL 17, 2024

An analysis of the demographics of these high-value customers helps you target prospects. How to use ACV, and who needs to use it ACV helps companies identify the profitability of individual clients. C-suite executives can use this metric to inform the creation of future products. It helps when targeting new customers.

Sales 52

Sales Internet Profitability CRM 52

OnStrategyHQ

DECEMBER 21, 2023

Gap Analysis Defined: What is a gap analysis? A gap analysis examines the key gaps in your organization’s current state – like capability , resources , or talent – that you need to overcome to achieve your desired future state. Where do we want to be in the future (our bold vision of the future )?

Software 52

Software Software Construction Organization 52

Luminas Strategy

JANUARY 15, 2024

The following Harvard Business Review article, “The Hard Questions to Ask When Planning Your Strategy” provides an interesting perspective on conventional strategic planning and the importance of being realistic about the value that your organization creates. Together, you can become more profitable. Where do we want to go?

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

Flevy

MARCH 30, 2024

They may appear profitable at first since they are acquiring customers, but their overall effect of encouraging others not to purchase is damaging to the company as a whole. The NPS is a widely used metric in market analysis which helps organizations measure customer loyalty and satisfaction.

Digital Transformation 52

Digital Transformation Digitalization Profitability Organization 52

Arpedio

FEBRUARY 14, 2024

The land and expand strategy is the key to achieving sustained growth and expanding into new markets. In this article, we will explore the concept of the land and expand strategy and how it can fuel your business expansion efforts. One approach that has gained significant attention is the land and expand strategy.

Supply Chain 52

Supply Chain Decision-making Government Marketing 52

Mike Kunkle

OCTOBER 24, 2021

At a minimum, these leaders must tackle quota setting, territory optimization, account assignments, account plans, any compensation plan updates, go-to-market strategy shifts, tactical plans, playbooks, and more. The systems are how you execute to maximize the blocks, and drive repeatable, replicable, predictable results.

Prioritization 130

Prioritization Sales Sales Analytics Sales Training 130

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. By implementing strategic account planning , businesses can gain a deeper understanding of their customers’ needs, set clear objectives, and develop effective strategies to meet those objectives.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. By implementing strategic account planning , businesses can gain a deeper understanding of their customers’ needs, set clear objectives, and develop effective strategies to meet those objectives.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Nutshell

MARCH 1, 2024

Identify your weaknesses: Evaluate more successful competitors to establish what they do differently and how you can adjust your strategy to improve your profitability and growth. Using this information to improve your backlink strategy and outreach can significantly impact your search engine rankings.

CRM 71

CRM Software Software Media 71

Upland

APRIL 20, 2023

You need a strategy to defend and grow revenue in not only key accounts, but in every account. Here’s where having a sales account management strategy becomes indispensable. These include the largest, most profitable, or most strategic customers with room for the greatest growth.

Account Management 195

Account Management Management Account Planning Decision-making 195

ClearPoint Strategy

JUNE 9, 2021

Thus the origination of the SWOT analysis. Today, the SWOT analysis is one of the most important concepts in the business world and is widely used by all types of organizations to help build a strategic plan. So, what is a SWOT analysis, and what do you do with it? What is a SWOT analysis? In this article.

Finance 98

Finance Leadership Organization Decision-making 98

ClearPoint Strategy

JULY 7, 2021

When done right, dashboards provide valuable insight into the health of an organization and strongly influence executive decision making. Dashboards are incredibly important because they condense and organize massive amounts of data so executives and managers can get the most relevant information in the least amount of time.

Organization 98

Organization Healthcare Decision-making Government 98

Hubspot Sales

MARCH 29, 2019

increase in operating profits ? It's hard to believe the smallest percent increase or decrease in price can make a significant impact on profit margins. Now, I'm sure you're wondering which pricing strategies will help you turn a profit. It's also known as a competitor-based pricing or a competitive pricing strategy.

Retail 108

Retail Profitability Value Proposition Decision-making 108

ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Zendesk

MARCH 21, 2022

Every executive in the world spends part of their day wondering how to make their products and services stand out while still turning a profit. Value chain analysis. Ideally, companies can use the value chain model to create a competitive advantage by widening their profit margin—more efficiency, fewer costs.

Supply Chain 98

Supply Chain Logistics Suppliers Procurement 98

Flevy

MARCH 25, 2024

The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated. They help ensure that the analysis is comprehensive and that critical aspects of a problem are thoroughly examined. FlevyPro is currently used by 100s of consultants and business executives.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

Red Star Kim

JUNE 27, 2023

With the huge time pressure on M&BD teams, it is tempting to dive into the campaign development, research and implementation without scoping and a full project analysis. Many delegates felt that the need for better scoping of projects was a key takeaway from the session (see below).

Leadership 130

Leadership Management Stakeholders Communication 130