Connecting the strategy to the operating plan is vital for success. So, do all the elements in your strategic planning fit together? Defining and executing strategy is one of the most important tasks of a leader. In my experience, a strategy will only be effective if two cornerstones are in place. Firstly, it must […]
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“But, we’ve always done it this way” are arguably the seven deadliest words in business. They serve as an audible warning that an organisation may be unwilling to change or spending precious resources on non-productive activities. For many years I worked for a company with a strong position as a supplier to the cruise
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Is everyone a strategic account manager? Specifically, should everyone in your sales team be a strategic account manager? I am a huge fan of the Miller Heiman* Strategic Selling® and Large Account Management Process®. Over my career, both programs have given me the methodology and sales discipline to be successful with my largest clients.
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We are all (apparently) marketing experts. Specifically, it seems that almost everyone considers themselves a marketing expert. For example, I once worked for a company which was “de-merging” from our parent company ahead of a potential sale. In our long list of tasks, we were required to establish a new company name and brand.
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