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David Southern
Healthcare, Key Account Management, Partnerships

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

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 th… Read more
June 10, 2019/0 Comments/by David Southern
https://customerattuned.com/wp-content/uploads/2019/06/shutterstock_304366739-2.jpg 469 704 David Southern https://customerattuned.com/wp-content/uploads/2016/05/logo.png David Southern2019-06-10 12:24:162019-06-10 12:24:16Yes We KAM: How Pharma Can Learn from Best Practice in Other Sectors
Gary Lunt
Healthcare, Key Account Management, People Capabilities

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

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
May 13, 2019/0 Comments/by Gary Lunt
https://customerattuned.com/wp-content/uploads/2019/05/shutterstock_572121190-2.jpg 469 703 Gary Lunt https://customerattuned.com/wp-content/uploads/2016/05/logo.png Gary Lunt2019-05-13 11:13:032019-05-13 13:28:34Unlocking New NHS Commercial Pathways For Pharma Through Key Account Management: The KAM Way
Mark Hollyoake
B2B Customer Management, B2B Trust, Brokers, Building Trust into your Customer Plans, Building Your Capability & Competency Framework, Business Case Development, Distributor Management, Distributor Management & Development, Joint Business Planning, Key Account Management, The Trust Ladder, Trust, Trust Talks

How to use Trust DNA™ for Business Development

      Like our personal world, business to business can also be surrounded by fake news, false claims, unethical behaviours and self interest. Never has there bee… Read more
March 20, 2018/0 Comments/by Mark Hollyoake
https://customerattuned.com/wp-content/uploads/2016/05/logo.png 0 0 Mark Hollyoake https://customerattuned.com/wp-content/uploads/2016/05/logo.png Mark Hollyoake2018-03-20 14:54:292018-03-20 14:54:29How to use Trust DNA™ for Business Development
Peter Lavers
B2B Trust, Blog, CRQ Assessment, Customer Attuned Assessment, Customer Centricity, Customer Experience Improvement, Customer Information Planning, Customer Journey Mapping, Digital Strategy, Key Account Management, Trust

Credit Crunch 10 Years On – 4 Seismic Changes in B2B Customer Management

It’s hard to believe that the Credit Crunch hit the global economy a whole decade ago! Readers in their mid-thirties and under may not have experienced anything in their profess… Read more
November 22, 2017/0 Comments/by Peter Lavers
https://customerattuned.com/wp-content/uploads/2017/11/credit-crunch.jpg 923 1183 Peter Lavers https://customerattuned.com/wp-content/uploads/2016/05/logo.png Peter Lavers2017-11-22 12:56:452017-11-22 13:51:30Credit Crunch 10 Years On – 4 Seismic Changes in B2B Customer Management
Paul Laughlin
Blog, Customer Management Due Diligence & Evaluation, Insight Based Selling, Interdependence, Joint Business Planning, Key Account Management

The Why, What and How of Stakeholder Mapping

We’re delighted to include this guest blog from our friend an associate Paul Laughlin. Do you have a stakeholder map? Is it up-to-date and do you use it? Those questions freq… Read more
November 8, 2017/0 Comments/by Paul Laughlin
https://customerattuned.com/wp-content/uploads/2017/11/iStock-650032976.jpg 200 300 Paul Laughlin https://customerattuned.com/wp-content/uploads/2016/05/logo.png Paul Laughlin2017-11-08 15:28:062017-11-08 15:45:03The Why, What and How of Stakeholder Mapping
Mark Hollyoake
B2B Customer Management, Building Your Capability & Competency Framework, Business Capabilities, Business Case Development, Business Requirements Definition, Customer Information Planning, Customer Management, Customer Value Management, Digital, Digital Strategy, Joint Business Planning, Key Account Management, Operations, People Capabilities, Sales Capability Development, Sales Development

‘More and Better for Less’

    An environment of uncertainty, change and low inflation, coupled with sluggish market growth, make decisions on how to deliver more value, increasingly hard to re… Read more
August 30, 2017/0 Comments/by Mark Hollyoake
https://customerattuned.com/wp-content/uploads/2016/05/logo.png 0 0 Mark Hollyoake https://customerattuned.com/wp-content/uploads/2016/05/logo.png Mark Hollyoake2017-08-30 16:30:262017-08-30 16:30:26‘More and Better for Less’
Mark Hollyoake
B2B Customer Management, B2B Trust, Building Trust into your Customer Plans, Building Your Capability & Competency Framework, Business Capabilities, Distributor Management, Distributor Management & Development, Key Account Management, Trust

‘TRUST’ – THE PARTNERSHIP GLUE

How strong is the relationship with your most important customer? Over the last 15 years we have been researching and exploring trust as an indicator of partnership strength. Whe… Read more
August 23, 2017/0 Comments/by Mark Hollyoake
https://customerattuned.com/wp-content/uploads/2016/05/logo.png 0 0 Mark Hollyoake https://customerattuned.com/wp-content/uploads/2016/05/logo.png Mark Hollyoake2017-08-23 14:21:372017-08-23 14:21:37‘TRUST’ – THE PARTNERSHIP GLUE
Alan Thompson
Blog, Brokers, Building Your Capability & Competency Framework, Champion-led Change, CRM, CRQ NPS, Customer Experience Improvement, Distributor / Intermediary Management, Financial Services, Insight Based Selling, Intermediary / Broker Management and Development, Key Account Management, People Capabilities, Sales Capability Development, Sales Development, Strategy

Writing business – It’s all about attitude

At Customer Attuned, one of our sectors of expertise is the insurance industry. Being a ‘non-player’ in the process of underwriting business for customers, we… Read more
July 4, 2017/0 Comments/by Alan Thompson
https://customerattuned.com/wp-content/uploads/2017/07/broker-business.png 1152 2048 Alan Thompson https://customerattuned.com/wp-content/uploads/2016/05/logo.png Alan Thompson2017-07-04 15:58:422018-01-05 08:25:16Writing business - It's all about attitude
Alan Thompson
B2B Customer Management, B2B Trust, Building Your Capability & Competency Framework, Business Capabilities, Champion-led Change, Customer Centricity, Customer Management, Customer Relationship Strategy, Expert led selling, Insight Based Selling, Key Account Management, News, People Capabilities, Sales Capability Development, Sales Development

Developing People to Deliver Change

The Hornby Hobbies Story so far … We have been on an incredible journey with the Sales teams from Hornby Hobbies over the last six months. The start point saw a team with pressure on… Read more
April 21, 2017/0 Comments/by Alan Thompson
https://customerattuned.com/wp-content/uploads/2016/05/logo.png 0 0 Alan Thompson https://customerattuned.com/wp-content/uploads/2016/05/logo.png Alan Thompson2017-04-21 14:38:452017-04-21 14:42:13Developing People to Deliver Change
Gary Lunt
Key Account Management

Medicines and Personal Data have something in common. True or False?

It’s a tenuous link, perhaps, but for me the common theme is that Medicines and Personal Data are both about to be subject to new regulatory controls. And both will impact busines… Read more
December 11, 2016/0 Comments/by Gary Lunt
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