The Trust Dividend – by Dr Mark Hollyoake – Press Feature
The Trust Dividend by Dr Mark Hollyoake, featured in The International Journal of Sales Transformation.
October 2021
To read the full article, click here
The strategic implicat… Read more
Tag Archive for: Joint Business Planning
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
How to use Trust DNA™ for Business Development
Like our personal world, business to business can also be surrounded by fake news, false claims, unethical behaviours and self interest. Never has there bee… Read more
Exporting and International Business Development
Are you preparing to make the most of your international trade and business development opportunities pre & post Brexit?
A leading bank has recently published a UK trade outl… Read more
The 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
‘More and Better for Less’
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
Customer Plan – Just the Numbers
When asking for the customer plans, I am constantly amazed when all I’m shown is an excel spreadsheet of forecast numbers, supported by a three month deal promo plan. Sounds famili… Read more
The Golden Threads: Part 11 (of 12): Ways of Working
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
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
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
building a culture of customer centricity based on B2B Trust
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