Is conflict within a B2B relationship a bad thing? Part 2 of 3
Our second blog on conflict within B2B relationships focuses on some of the unanticipated downsides arising from strongly bonded trust relationships.
This blog has been publis… Read more
Tag Archive for: Trust
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
Is conflict within a B2B relationship a bad thing? Part 1 of 3
In the first of three blogs we explore how you can use it to your advantage to prevent relationships from becoming over dependent.
This blog has been published in The Journal of Sale… Read more
The Value of Trust
The recent scandal affecting the Volkswagen Group involving a “defeat device” in engine management software has once again raised the prominence of TRUST in corpo… Read more
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 #11: My true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities!
On the 11th day of Christmas my true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities next year!
I can imagine that many of us would be… Read more
12 Days of Xmas #10: My Sales Director said to me “We are all miserable and down-trodden, even though we’re bringing sales in”
On the 10th day of Christmas my Sales Director said to me “We’re all miserable and down-trodden, even though we’re bringing sales in.”
There is no doubt that many B2B busines… Read more
12 Days of Xmas #9: My Directors said to me “we’re changing strategy”
On the 9th day of Christmas my Directors said to me “we’re changing strategy”
Remember the days when company boards set a strategy for three to five years and then stayed on to see it t… 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
12 Days of Xmas #7: my COO said to me “How can our operations be more customer focused?”
On the 7th day of Christmas my COO said to me “How can our operations be more customer focused?”
It’s one thing to talk strategically about customer centricity in B2B but it’s anothe… Read more
building a culture of customer centricity based on B2B Trust
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