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Trust is not a binary on/off switch

Why building, protecting and recovering trust is a business imperative By Peter Lavers and Mark Hollyoake Trust is a hot topic! Here in the UK it was a major factor in our general ele… Read more
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How Attuned are Customer/Supplier Business Relationships in the Outsourced Services Market?

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 p… Read more
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What can B2B learn from the Carillion Liquidation?

Like many people who run relatively small B2B companies in the UK I have looked on in dismay at the collapse of our second largest building company. I have no wish to add to the finger-… Read more
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Is conflict within a B2B relationship a bad thing? Part 3 of 3

In our third blog on Conflict within Business to Business (B2B) relationships we focus on ways organisations can prevent relationships from becoming over-dependent. This blog… Read more
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Is conflict within a B2B relationship a bad thing? Part 2 of 3

Our second blog on conflict within B2B relationships focuses on some of the unanticipated downsides arising from strongly bonded trust relationships. This blog has been publis… Read more
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Is conflict within a B2B relationship a bad thing? Part 1 of 3

In the first of three blogs we explore how you can use it to your advantage to prevent relationships from becoming over dependent. This blog has been published in The Journal of Sale… Read more
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12 Days of Xmas #11: My true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities!

On the 11th day of Christmas my true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities next year! I can imagine that many of us would be… Read more
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12 Days of Xmas #10: My Sales Director said to me “We are all miserable and down-trodden, even though we’re bringing sales in”

On the 10th day of Christmas my Sales Director said to me “We’re all miserable and down-trodden, even though we’re bringing sales in.” There is no doubt that many B2B busines… Read more