Distributor Management & Development Archives - Page 3 of 5

The Golden Threads: Part 7 (of 12): Relationship & Value Building (Farming)

July 7, 2015/in Business Capabilities /by Peter Lavers

This 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 6 (of 12): Negotiating and Selling

July 6, 2015/in Business Capabilities /by Peter Lavers

This 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

July 3, 2015/in Business Capabilities /by Peter Lavers

This 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 4 (of 12): Channel Management

July 2, 2015/in Business Capabilities /by Peter Lavers

This 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

July 1, 2015/in Customer Management /by Peter Lavers

This 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 2 (of 12): Brand & Proposition

June 30, 2015/in Customer Management /by Peter Lavers

This 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 key characteristics of high performing Customer Management organisations on the Trust Ladder

May 18, 2015/in Customer Management /by Dr Mark Hollyoake

Data from our B2B assessments show marked differences between organisations at the top and bottom of the Trust Ladder. We highlight key characteristics of top performers. KNOWL… Read more

Are you suffering deep dependence with your B2B customers?

May 5, 2015/in Customer Management /by Dr Mark Hollyoake

In the next three blogs we highlight what happens when you suffer deep dependence on your customers and what affects it has on your company – The Trust Ladder can show you how t… Read more

Distributor Management Assessment

May 1, 2015/in Customer Management /by Dr Mark Hollyoake

Distributor Relationships as your Competitive Advantage ‘Marry in haste, repent at leisure’ _ this is often the most common problem in B2B distributor relationships. Principa… Read more

How Equitable are your Broker and Intermediary Relationships?

April 1, 2015/in Customer Management /by Alan Thompson

BROKERS AND INTERMEDIARIES “DEPENDENT or INTERDEPENDENT” How Equitable are your Relationships? The role of the broker / intermediary / agent within the financia… Read more

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