Customer Strategy Archives - Page 8 of 16

Yes We KAM: How Pharma Can Learn from Best Practice in Other Sectors

June 10, 2019/in Sales and Account Management /by David Southern

Key Account Management (KAM) is one of the most enduring buzz-phrases in UK pharma. Such has been the fervour around the sector’s adoption of KAM that one could be forgiven for thin… Read more

Our Biggest Customer is a Bully. Help!

May 28, 2019/in Customer Management /by John O'Connor

I was recently reminded of an interesting past edition of Management Today — it included an article about bullying. No, not online bullying or workplace bullying, but B2Bully… Read more

Unlocking New NHS Commercial Pathways For Pharma Through Key Account Management: The KAM Way

May 13, 2019/in Sales and Account Management /by Gary Lunt

Spirit Access, part of the Spirit Health Group, has launched a new Key Account Management (KAM) service that promises to equip Pharma with the skills and capabilities needed to he… Read more

Susan And Bill Have Relationship Problems – Episode 3

May 2, 2019/in Sales and Account Management /by John O'Connor

The Susan & Bill Trilogy The last time we met Susan and Bill, they were discussing survival tactics. Thankfully, they have managed to get the company back on an even keel – excu… Read more

Susan And Bill Have Relationship Problems – Episode 2

April 26, 2019/in Sales and Account Management /by John O'Connor

The Susan & Bill Trilogy Following on from last week’s post on Bill and Susan, we explore what happens next in their story. EPISODE 2: “Performing Zone” versus “Danger Zone” S… Read more

Susan And Bill Have Relationship Problems – Episode 1

April 18, 2019/in Sales and Account Management /by John O'Connor

The Susan & Bill Trilogy When our partner Deep-Insight launched its B2B NPS white paper, we created a storyline around two fictitious characters called Bill (a thoughtful bu… Read more

Account Management in Financial Services – Expert Salesmen or Experts Who Can Sell?

April 12, 2019/in Sales and Account Management /by Alan Thompson

How good are you at selling and managing relationships within an expert-led industry? In this article, we look at the role of the sales and/or account management team in creating a… Read more

Financial Services: Developing Quality Relationships With Your Intermediaries

March 15, 2019/in Customer Management /by Alan Thompson

“To manage great relationships, we need great people” Much of the UK insurance and wealth management industry is reliant on a distribution model centred on the key role of brokers… Read more

How Attuned are Customer/Supplier Business Relationships in the Outsourced Services Market?

February 5, 2019/in Customer Management /by Peter Lavers

The global outsourced services market is a significant component of the B2B sector, accounting for tens of billions of revenues each year. In essence, outsourcing is the practi… Read more

What Will Your Customer Relationship Quality Be In 2019?

January 11, 2019/in Customer Management /by Peter Lavers

Amongst all the predictions and forecasts that you’ll read as we enter 2019, here’s one that I’m 100% certain will be spot-on for B2B companies this year: The quality of your custom… Read more