Infrastructure, Knowledge Base, Major Account Programme, Mutual Value Principles, Professional Services, Strategic Execution
A practical pathway to transforming your important relationships Our programme is designed to create the basis for a trusted and trusting commercial relationship, where the ambition is to create much greater value together and share more fully in its benefits. It’s...
Infrastructure, Knowledge Base, Major Account Programme, Mutual Value Principles, Professional Services
How to co-create a great commercial relationship By Stuart Maister “Who’s responsible?” That’s a key question in most commercial relationships. And this isn’t justabout when things go wrong. Sometimes it’s when things just didn’t go as they were meant to...
Infrastructure, Knowledge Base, Major Account Programme, Mutual Value Principles, Professional Services, Strategic Narrative
It takes courage to win-win By Kevin Vaughan-Smith Is Mutual Value just about being customer-focused? No: it’s much more, and one of the key attributes required is courage. Here’s why… Conviction that Mutual Value is a more powerful commercial model empowers us and...
Infrastructure, Knowledge Base
2% and 3%. Two numbers that should send shivers down the spine of those leading the UK’s construction sector. 2% was the average net profit made by the top 150 construction companies in the UK in 2018, according to a report released by Building magazine. As a...
Knowledge Base, Mutual Value Principles, proservices3, Strategic Execution
I’ve worked with sales people in major accounts in Finance, Professional Services, IT and many other B2B environments for over 30 years and it’s been clear in that time that a shift has occurred, at least in emphasis, in buying criteria on the Clients’ side. Technical...
