Ecosystems, ecosystems1, infrastructure 1, Knowledge Base, Leading an Ecosystem, Mutual Value Principles, Strategic Execution, Strategic Narrative
“Working in collaboration with suppliers to drive efficiency and improvement, to innovate and create more value add, has been talked about a lot. However, it’s clear in practice we are not as strong as some other clients of our suppliers.”Stephen Duckworth, Head of...
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...
Knowledge Base, landing2, Mutual Value Principles, Professional Services, Strategic Narrative
Salesforce CEO Marc Benioff recently said in a keynote: “we’re living in a world that’s experiencing a crisis of trust and it’s now incumbent on business to focus on building a ‘trusted enterprise'” ...
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...
