Implementing Key Account Management: To plan or not to plan…

By Dr. Sue Holt

Ask organisations to list the essential ingredients of a Key Account implementation and Key Account Plans will always feature on the list as an imperative part of Key Account Management (KAM). 

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Creating the "Resource-Lite" Supply chain

By Professor Martin Christopher

Perhaps one of the biggest issues to rise to prominence in the opening years of the 21st Century has been ‘sustainability’. The growing concern with the environment, in particular the possibility of climate change through global warming, has led to a focus on how human and economic activity has the potential to adversely impact the long-term sustainability of the planet.

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Becoming the best leader you can be

By Dr Ido van der Heijden

All business leaders eventually reach a crossroads. They look back and see the successes involved in getting them to where they are, but that’s just history. What’s next?

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Adopting Key Account Management - 12 Mistakes to Avoid

By Mark Davies

Planning for success can be daunting for organisations that recognise they need to focus on managing a portfolio of fewer (but larger and more powerful) strategic customers. Today, having a strong KAM capability is essential – and yet many organisations get the basics wrong, failing to achieve the results they planned for.

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Procurement needs new skills for the VUCA age

By Professor Martin Christopher

 

There has been much discussion recently about the challenges of operating in what some have called a ‘VUCA’ world. VUCA is the acronym for Volatile, Uncertain, Complex and Ambiguous – the four elements that have become the hallmarks of today’s business environment.

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Why is it so difficult to learn from failure?

By Steve Macaulay

Failure happens. For a myriad different reasons, things go wrong. And at an organisational level, the consequences will range from embarrassing to catastrophic. It is, simply, unrealistic to expect things never to go wrong.

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Living with the uncertainty of Brexit - 3 steps to execution

By professor mike bourne

What will be the outcome of Brexit?  We still don’t know and some of the repercussions will run on for years. So what can we do about it? All we can do is what the government is trying to do, that is once we have some certainty we need to execute fast.

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Advance your career: How to go from middle weight to heavy weight in 2019

By Cranfield School of Management

Moving up in your career can be more difficult the higher up the career ladder you rise. At lower levels, progression is almost a given with solid effort and time, but something changes at the higher levels.

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Why professional development should be in your New Year's resolutions

By Cranfield School of Management

Henry Ford is credited as once saying: “Anyone who stops learning is old, whether at 20 or 80. Anyone who keeps learning stays young.” Now, we’re not suggesting that ongoing training and development is some kind of elixir for youth, but it is true that you should never stop learning: professional development should be an ongoing process throughout your career. In this blog, we look at why you might want to put it in your New Year’s resolutions for 2019. 

Professional development can help...

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Marketing Leadership - Stepping up to the Challenges of Post Brexit Britain

By Professor Stan Maklan

For the past 25 years, we marketers have been cheerleaders for own demise. We bemoan our lack of influence at the Board and attribute it to not speaking the language of the Board, that is, short term financial measures. We say that we are unworthy of leadership roles because we are unaccountable, the Department of Spending. Naturally, other functional groups are only too happy to oblige us and further reduce our ability to lead strategic development.

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