Events, Industry News, infrastructure 1, Knowledge Base, landing2, proservices2, Sales and Major Accounts, Strategic Execution, Strategic Narrative, Video Briefing
“I characterised the past as Model A. Adversarial relationships, short term power based relationships with stakeholders…I said we’ll create a new model, Model B…which will mean a shared destiny relationships with all our...
Knowledge Base, landing1, Mutual Value Principles, MV News & Announcements, Sales and Major Accounts
“The central message of this book is that the most professional and effective way to behave at work is to trust and be trustworthy. Critically, this is the way to build more valuable relationships. The difference at work is that you need to develop this habit...
Knowledge Base, landing2, Major Account Programme, Sales and Major Accounts, Video Briefing
Imagine applying military techniques to strategic account development. It makes sense – so much of a military campaign is the winning of hearts and minds and using information as a tool of warfare. That’s what I discussed with Dan Connors of the Applied...
Knowledge Base, landing2, Major Account Programme, Mutual Value Principles, Professional Services, proservices3, Sales and Major Accounts
Even those utterly uninterested in football may be aware that the biggest club in the world, Manchester United, is going through a major crisis. It cost their head coach his job. A new interim manager has been appointed. This has lessons for your firm. By...
Knowledge Base, Mutual Value Principles, Professional Services, Sales and Major Accounts, Strategic Narrative
By Stuart Maister, Joint MD My recent article challenged the idea that becoming a Trusted Advisor was the best outcome with clients. I argued that we should instead aim to become Trusted Partners. After some reflection I wanted to add to this that many firms, in my...
