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Account managers should know how to engage effectively with Legal – but equally, lawyers should understand your business and speak your language. In this webinar highly-experienced commercial lawyer Jeremy Newton of Codified Legal maps out how to make sure you have that kind of legal adviser and then work effectively with them, including managing the…
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…
Once you’ve reached an agreement with your key account, probably the last thing you want is to get bogged down in the legal ‘details’ of the contract. But that approach could rebound disastrously! Jeremy Newton amply highlights the importance of clarity and anticipation in contracts. It may seem like legal negativity at the time, but…
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…
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…
-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…
Sustainability is the buzzword everywhere but it seems to mean very different things to different people in different places. Often it is not even a single issue (see the list in this article), so the combination of aspects that makes up each corporate’s definition of sustainability is really variable – and volatile, as external events…
Risk awareness has always been in the long list of skills required of key account managers, but it is rarely high enough on the list, and awareness is not enough anyway. Being in business is about managing risk as well as making profits. Most risk is considered as financial, and while the ultimate impact may…
In this short video, Oliver Hart talks about incomplete contracts on behalf of Harvard University and the Royal Economic Society. When contracts deal with transactions that may continue for years ahead, it’s impossible to cover everything. So the critical question is, Who gets to decide on the things that are left out? Somebody has to…
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