Marketing in this Covid-19 driven recession

By Professor Malcolm McDonald

Professor Malcolm McDonald offers these thoughts during these difficult times in order to encourage all those of us who are intensely worried by the effects of the COVID-19 driven recession.

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Was your supply chain prepared for Covid-19?

By Professor Richard Wilding OBE

Coronavirus (Covid-19) measures are seizing up the global supply chain and have become an emergency for board executives. Once more, the lack of risk management, resilience and agility in supply chains has been exposed. The argument for greater automation becomes stronger.

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How has the role of the IT leader changed in current times?

By James Lawrence - extract from #PTK Pass the Knowledge

IT leaders have never been more essential to the success of any organisation – or had more demands heaped upon their shoulders. So how is the role changing? And what are the skills required to step up to the challenge?

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5 minutes with Scott Anderson: My Key Account Management experience

By Cranfield School of Management

As part of his executive development Scott Anderson of Luxfer Gas Cylinders, attended Cranfield’s Key Account Management Best Practice programme, so we spent five minutes with him to discover his thoughts on the programme.

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How to make a financial strategy for Brexit

By Professor Ruth Bender

Whatever the eventual details and impacts, businesses need to treat Brexit like a recession.

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Malcolm McDonald's Ten Guidelines for Profitable Key Account Management

By Professor Malcolm McDonald

Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the key to market share and revenue growth, the costs of serving key accounts can erode profitability unless they are thoroughly understood and managed.

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What will supply chains look like in zero carbon Britain?

By Professor Richard Wilding OBE

The policy commitment to make Britain the first zero carbon nation by 2050 has all kinds of implications for supply chains, how they’re set up and run.

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Key Account Management - Negotiating with Key Customers

By Dr. Sue Holt

Strategic negotiation is a fundamental competence for key account managers. Many key account managers still struggle to move away from negotiations where price becomes the focus to negotiations based on a value focus. We have identified a number of different sources of value and looked at how we can present these effectively to the customer or client in order to create joint value.

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Are you ready to grill the Finance Director?

By Professor Ruth Bender

‘Wrongful trading’ is what happens when a company takes on credit knowing it won’t be able to pay the money back when it falls due. The debt incurred becomes the legal liability of individual directors - for them to pay back, not the business.

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Sales Leadership Paradoxes – Leading the People

By Cranfield School of Management
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