Brooks Group

FEBRUARY 10, 2025

Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Theres a greater need for consensus-building and for value propositions that speak to a wider range of roles. 77% of B2B buyers report their last purchase was complex, involving multiple stakeholders.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Red Star Kim

SEPTEMBER 8, 2023

This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. Delegates then chose to focus on finance, economics and pricing. Finance fundamentals Financial awareness is another capability required by M&BD.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Red Star Kim

FEBRUARY 8, 2024

And to evaluate the relative attractiveness of different segments Malcolm McDonald on value propositions – How to develop them (kimtasso.com) In professional service firm (PSF) marketing there is the challenge that we often span both B2B and B2C markets , across multiple sectors and for sometimes hundreds of service lines in different territories.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

MAY 11, 2023

In professional services there is only Accenture at 31 (which has grown 15%). Three essential ingredients are needed: what you do, where you do it and how it gets done.

Management 130

Management Co-Creation Publishing Leadership 130