Tag Archive for: Business Requirements Definition
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
Finding the right answers to your $64,000 questions
/in Business Capabilities /by Gary LuntSo, back with the theme of the original TV series, who wants to win the prize? And here we are with three fabulous questions – where is my significant growth going to come from? Who in m… Read more
Top 5 Obstacles to B2B Customer Centricity #5 Out of Date IT Tools
/in Customer Centricity /by Peter LaversThe Top Five Obstacles to Customer Centricity in B2B Companies and How to Overcome them
Obstacle 5: Out of Date IT Tools
This is the fifth blog in our series based on the early result… Read more
The Golden Threads: Part 12 (of 12): Information & Technology
/in Business Capabilities /by Peter LaversThis series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more
The Golden Threads: Part 9 (of 12): Organisational Design
/in Business Capabilities /by Peter LaversThis series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more
The Golden Threads: Part 5 (of 12): Hunting New Business
/in Business Capabilities /by Peter LaversThis series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more
The Golden Threads: Part 3 (of 12): Category Management
/in Customer Management /by Peter LaversThis series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more
An Introduction To The Golden Threads of B2B Customer Management
/in Customer Management /by Peter LaversThe Customer Attuned Assessment (CAA®) has quickly established itself as the leading customer management (CM) capability assessment that is 100% focused on B2B companies.
Bas… Read more
CRM Steps for Success – Managing Expectations, Part 5 of 7
/in Business Capabilities /by Dr Mark HollyoakeMany CM and CRM systems are over-sold and over promise on the capabilities they can deliver from day one. This generates a high level of expectation and anticipation which puts pre… Read more
CRM steps for success – Part 2 of 7
/in Business Capabilities /by Dr Mark HollyoakeIn my last article I explored some of the drivers and needs for a good CRM implementation and the 6 vital steps needed to implement a successful CRM programme. Today we are going to lo… Read more