Tag Archive for: Distributor Management & Development
Was there ever a golden era when people ran businesses to earn a good living and contribute to the society that provided the foundation for their good fortune?
We seem to have evolve… Read more
Equitability in B2B Relationships
/in Business Capabilities /by Chris HuddThe concept of equity emanates from law – the idea (or ideal!) of fairness in dealings between two individuals/organisations. But how does this concept translate into B2B… Read more
How do I know how much my business is trusted?
/in Embedded Trust /by Peter LaversSome time ago I was working with a B2B insurance company that did all its business through brokers. They were bemoaning the fact that they were not getting improved “net prom… Read more
What B2B Industry Leaders are saying about Trust
/in Embedded Trust /by Dr Mark HollyoakeCustomer Attuned recently brought together a group of senior leaders from a number of sectors to debate and discuss the issue of trust – a subject of which it is difficult to turn on t… Read more
Taking trust for granted is not a neutral option
/in Embedded Trust /by Benjamin TreshamTrust is a wonderful thing when you have it. At times, though, we can grow complacent: we become so used to it just “being there”, that we forget what the world would lik… Read more
Rehabilitating the word ‘equitable’ in B2B customer relationships
/in Customer Management /by Peter LaversIn the history of the UK’s financial services industry the name The Equitable Life still stands out in infamy as a company whose public failure in 2000 had drastic consequen… Read more
Interdependence in B2B customer management – what do we mean?
/in Customer Management /by Chris HuddThe Oxford English Dictionary’s definition of interdependence is (unsurprisingly): “depend on each other”, yet until recently we saw little evidence of t… Read more
Building Interdependence in B2B Customer/Supplier Relationships
/in Customer Management /by Dr Mark HollyoakeWithin B2B, customers and suppliers are increasingly recognising levels of interdependence along the entire value chain as they come together to create a product or service.
Hi… Read more
Trust – a small but enormously important word
/in Embedded Trust /by Chris HuddAt the centre of our Customer Attuned model of B2B customer management lie three words – trust, interdependence and equitability. It could be argued that the most important of the… Read more
The Trust Factor in B2B Client Relationship Management
/in Customer Management /by Dr Mark HollyoakeTrust an oft-quoted word related to many elements of the B2B relationship. Significant bodies of research point to its importance, yet skirt around it. We think it’s a core pillar… Read more