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Kevin Wilson from Kedge Business School addressed the issue of change in public procurement and reviewed the impact of the 2014 EU directive on procurement in Europe in general, and upon the UK in particular. The general conclusion was that the new regulations, adopted by the UK in 2015, are largely positive and offer enlarged…
Does Value = profit = money? Or do human and social values matter too? What values are you seeking? What values is your counterpart or partner chasing? Are your values compatible, can you find some values that unite you? Has the recent crisis taught us that there is more to a successful business than the most direct…
Vested is a sourcing business model used by organisations such as Dell, BP, Johnson & Johnson and Procter & Gamble to build long-term partnerships with strategic suppliers based on a What’s In It For We?-mindset. The vested model is based on research at the University of Tennessee on successful partnership across a number of industries.…
Have you ever emerged from a negotiation wondering how and why did it all go wrong? It’s not just selling negotiations that can be brutal – securing enough resources internally or the right decisions for the customer can be just as difficult. Even in close KAM relationships and great KAM programmes, negotiation plays a critical part. At…
Trust isn’t a simple or absolute concept, it’s never perfect and incontrovertible. Alistair Taylor explores and explains trust in a KAM setting, including the range of contexts from the individual to the team, and to the organisation. A customer may trust a person but not their company – or vice versa! Alistair builds a structure…
This is a Powerpoint presentation from Antony Faughnan of EC Harris, telling key account managers a lot of what they need to know about how professional buyers approach supplier relationships. All too often, key account managers understand little about the customer’s strategy and therefore disregard it – dangerously – as being irrelevant in their dealings…
Many industrial firms have moved from products to offering bundled products and services, redefining the notion of customer value, which is no longer about fulfilling predefined needs but exploring issues with the customer and defining the best answer. Professor Jakob Rehme (Linköping University, Sweden) explained how this approach requires a major change in terms of Account…
Government advice and laws change on a daily basis, and nobody seems clear about what is advisory and what is compulsory. But now large parts of life have settled into a new shape, and business into new ways of conducting itself. The changes may be permanent or temporary, but anyway no-one has any idea of…
The COVID-19 outbreak is causing the biggest disruption in decades to economies and businesses across the world. State of Flux 12 years of global annual research into supplier management best practices shows that most organisations are significantly exposed when it comes to supplier risk management, specifically pandemic risks. And while procurement and supply chain organisations…
-What type of company do we want to be? -Is there a business case for sustainability? -Are we really focusing on the Key Accounts for the future, or are our Key Accounts yesterday’s news? Recent times have made obvious the issue of sustainability as an enormously important aspect for companies and management. This has also…
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