Creating compelling customer value propositions

By Mark Davies

Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large customer relationship is still tacit, but today a more sophisticated business model is required. Customers and suppliers seek to co-create value – and KAM is the perfect way to achieve this.

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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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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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Five Ways Emerging Technologies are Transforming the HR Landscape

By Professor Emma Parry

Across almost all industries and business functions we are seeing rapid growth in the use of technology to boost business efficiency and competitive advantage.

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Developing Leadership Power: Being a good leader in this age of distrust

By Dr Jacquie Drake

 

Trust used to come with a senior job title. It was part of the ordinarypackage like a salary and pension. But trust in the authority of businessleaders has eroded and keeps on eroding – just as it has for othertraditional pillars like the bank manager, the headteacher and the policechief – to a point where creating and keeping hold of trust has becomeone of the biggest challenges for both new and established leaders. Whyis it so important? Because leadership depends on relationships and...

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It's not all about the money: Why the key to business performance is not to over-emphasise the financials

By professor mike bourne

 

Where to focus their attention is an important strategic issue for companies, and one that needs active consideration. Are you in danger of over-emphasising the financials? That is a contentious issue given today’s economic climate; how can we possibly over-emphasise the financials – particularly in the current situation? Companies have a duty to ensure their survival and thus have to take the necessary steps to make their business robust, especially in the climate most organisations...

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Personal Transformation for Leaders: Reflections from a guest tutor on The Praxis PTFL programme

By Hugh Lloyd-Jukes

 

Hugh Lloyd-Jukes was a Guest Tutor on the April/October 2014 PTFL.  Hugh is CEO of Oxehealth, a leading UK digital health business, and a serial entrepreneur.

Before you read any further, google “personal transformation”. 

If you have an extra minute, try “transformational change” and “transformational leadership”.

 
 
 
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In defence of the Levy

By Professor Lynette Ryals

The Reform think-tank report – claiming the use of the Apprenticeship Levy for higher qualifications is a “mislabelling” of courses – feels like an outsider’s view, remote from the realities of business needs.

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From Products to Customer Engagement: Present and Future

By Professors Malcolm McDonald & Simon Knox

Apple didn’t kill the music industry. They just invented ways of making life easier and more enjoyable for music consumers, ending the need to buy full-length albums. It wasn’t Netflix that killed Blockbusters; it was their focus on retail to the virtual exclusion of on-line convenience. It wasn’t UBER that adversely affected the taxi business; it was fare control and the difficulty of ordering a taxi. Amazon didn’t wipe out retailers. Bad customer service, limited stock, poor size ranging...

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