Wednesday, September 11th, 2019

Co-creating value via Fujitsu HXD

Reporting from the Cranfield KAM Best Practice Forum 20 June 2019. Key account managers and purchasing professionals are increasingly recognising the importance of co-creating value and the key part that the latest technology can have in facilitating that. So, the most recent KAM Best Practice Forum at Cranfield University decided to focus on how Key Account Managers can embrace technology… 

Tuesday, September 10th, 2019

Growing together (part 2)

Following up on our previous article in last issue of IJST, we continue the discussion on how to best work with your strategic customers to help create joint solutions for growth. What do the best do differently to create joint solutions? Leading companies that excel at collaboratively creating value with their customers are not trying to do a thousand things… 

Tuesday, June 25th, 2019

Growing together

How to work with strategic customers to create joint solutions for growth. Article summary Persistent, disruptive forces impacting profitable growth are intensifying, and as a result, companies in many industries face slower growth and accelerating commoditization of product and service margins. Given marketplace complexity and dynamic shifts in how customers buy, traditional business models are threatened and new strategies and… 

Monday, July 6th, 2015

Let’s Get Real or Let’s Not Play

Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by Let’s Get Real or Let’s Not Play by Mahan Khalsa and Randy Illig, which focuses on developing win-win relationships”. +