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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5 minutes with Dave Black: My Sales Directors’ Programme experience

By Cranfield School of Management

As part of his executive development Dave attended Cranfield’s Sales Directors’ Programme, so we spent five minutes with him to discover his thoughts on the programme.

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Supply chains and Brexit - To stockpile or not to stockpile?

By Professor Richard Wilding OBE

The initial flurry of advice from Government to businesses suggested stockpiling after Brexit would be a ‘good thing’. Now there’s an edgy silence - suggesting there’s even doubts over how pro-active supply chains ought to be.

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Democratisation of Analytics in Marketing

By Professor Stan Maklan

It is becoming almost too obvious to state that managers are able to gather more and better data that can improve their decision making. This is particularly true for marketing where hitherto unavailable insight into customer behaviour is now available for improving marketing intelligence and predicting customer response.

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Multi-Omni Channel Retail Supply Chains

By Professor Richard Wilding OBE

Multichannel and Omni channel supply chains - what are they and what is the difference?

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Why technology's impact on work may be overstated, but HR still has a role to play

By Professor Emma Parry

In an article in HR Magazine, I talk about how many clichés surround how we discuss the impact of technology on the world of work and on HR.

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Key Account Management: What have you done for me lately?

By Professor Rodrigo Guesalaga

We can be very proud of having a key account management (KAM) programme in place, but:

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