Thursday, December 20, 2012 at 4:31PM By Peter Browne
To determine which accounts to manage strategically, companies typically use revenue as their main criteria. On one level this makes sense. Managing accounts strategically requires a large investment in time and resources, so receiving adequate revenue to justify this investment is valid.
Monday, November 26, 2012 at 2:49PM By Peter Browne
When we start to work with Account Teams, one of the areas we focus on is creating value. With major accounts this means “beyond products and services” and “beyond this financial year”. In an environment where there is laser focus on achieving revenue targets and maximising returns from our customers this is often a difficult change in thinking for teams and their managers to make.
Thursday, April 19, 2012 at 11:07AM As discussed in our first blog, chaotic change is occurring in the business world for major corporations in the USA, Europe and Australia. So, as an executive or senior manager, you need to be able to make rapid decisions that allow your business to adapt and fast! In 2012, we need bold and decisive action to deal with today’s issues. We have entered a new phase, what I call the Era of Rapid Adaptability® of balancing our intuitive self (the Gut feeling) with a more robust analysis of the data.
by Stephen Kozicki
