Unpacking the B2B Trust DNA™ Model
Trust is a key dynamic in business to business (B2B) relationship success. It is often quoted and referenced, yet little understood.
It has taken me over five years of academic doc… Read more
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
/by Peter LaversHow 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
/by Peter LaversWhat 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
/by Peter LaversThe 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
/by Paul LaughlinIs 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
/by Dr Mark HollyoakeIs 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
/by Dr Mark HollyoakeIs 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
/by Dr Mark Hollyoake12 Days of Xmas #12: my key account said to me “you can sharpen terms on the doves and pear trees”
On the 12th day of Christmas my key account said to me “you can sharpen terms on the doves and pear trees”.
When a lot of your business is controlled or dependent on a few large accounts… Read more
/by Dr Mark Hollyoake12 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
/by Alan Thompson
Building Better B2B Relationships-
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Albion Mills,
Albion Road,
Greengates,
Bradford,
West Yorkshire,
United Kingdom,
BD10 9TQ
Albion Mills,
Albion Road,
Greengates,
Bradford,
West Yorkshire,
United Kingdom,
BD10 9TQ
