Dr Javier Marcos explains the importance of supplier and customer organisations working together towards the same goal and...
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Creating the Frictionless Border is increasingly important in times of increased volatility be it Brexit or US trade tariffs.
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Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large...
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As part of his executive development Rob attended Cranfield’s Sales Directors’ Programme, so we spent five minutes with him to...
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Ask organisations to list the essential ingredients of a Key Account implementation and Key Account Plans will always feature on...
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Perhaps one of the biggest issues to rise to prominence in the opening years of the 21st Century has been ‘sustainability’. The...
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Planning for success can be daunting for organisations that recognise they need to focus on managing a portfolio of fewer (but...
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There has been much discussion recently about the challenges of operating in what some have called a ‘VUCA’ world. VUCA is the...
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Failure happens. For a myriad different reasons, things go wrong. And at an organisational level, the consequences will range...
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