Tesco Determines to Rebuild Supplier Trust
Supermarket giant Tesco has been ordered to make “significant changes” in the way it deals with suppliers after the Groceries Code Adjudicator (GCA) found that the supermarket h… Read more
Tag Archive for: Key Account Management
12 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
12 Days of Xmas #8: my boss asked me to set up a Key Account Management process and I don’t know where to start
On the 8th day of Christmas I woke up in a panic as the big day was less than a week away and I still didn’t know what to buy my partner for Christmas; and at work my boss has asked me to set up… 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 10 (of 12): People & Competencies
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 8 (of 12): Key Account 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 7 (of 12): Relationship & Value Building (Farming)
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
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
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
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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