The key activities associated with account management are listed and explained below. Are they being undertaken within your organisation?…
If you knew the most common mistakes in project delivery, then you could more successfully avoid them, right? Well, with that in mind we pulled together a list from our various conversations with buyers: 1. Loss of scope (parameters not tied down in negotiation). 2. Poor management of expectations. 3. False starts [...]
To meet your target then you must help the customer meet their target too. So, rather than looking to take an even larger share of the buyer’s limited budget, sellers must look for new ways to: • Make the buyer’s budget go further. • Help the buyer do more for less. • Accelerate the buyer’s [...]
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