Strategic Account Management Association

SEPTEMBER 22, 2020

At Advisory Board, we work with over 4,900 provider organizations, 90 health plans and 400 suppliers to produce syndicated research studies about U.S. However, no trend effectively bridges the existing gaps across industry stakeholders. More for health care suppliers and service firms here. health care dynamics.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Account Manager Tips

APRIL 2, 2021

The Art of Procurement podcast How much do you understand about the buying process, supplier management and procurement? How do they interact internally with stakeholders and externally with suppliers? How do they interact internally with stakeholders and externally with suppliers? If you're like me, not a lot.

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Create contact plans to keep in touch with key stakeholders in your company and your client's. Suppliers submit proposals to provide them. You get the idea.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Account Manager Tips

OCTOBER 11, 2021

Doesn't communicate Key accounts have vast networks of stakeholders (internal and external). Customers, competitors and suppliers Trends. They decide which suppliers get to stick around for the long term and which they show the door. Identify executive stakeholders and assess how they feel about you. Internal teams.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Manager Tips

NOVEMBER 22, 2022

As a supplier you need to adjust fast and build a foundation of trust. My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week. Pre-existing relationships with competitors that may jeopardise your current status as a supplier.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Arpedio

APRIL 13, 2023

Stakeholder Management: A Must Read Guide ← Back to blog Stakeholder management refers to the process of identifying, understanding, and engaging with individuals or groups who have a stake or interest in a project, initiative, or organization. What is Stakeholder Management? What is a stakeholder? What is a stakeholder?

Stakeholders 52

Stakeholders Management Shareholders Suppliers 52

The Congruity Group

APRIL 20, 2023

Your suppliers? 2 percent of Apple’s value was contained in its relationships with its stakeholders 80 percent of the market value of Standards and Poors 500 companies comes from intangible assets* Imagine the growth to your bottom line if you increased your focus on your intangible assets by just a mere 10%. Your capital equipment?

Stakeholders 52

Stakeholders Suppliers Government Prioritization 52

The SAMA Podcast

JULY 6, 2021

To wit: Only 20% of enterprise buyers think their suppliers understand their business. By training sellers to understand what's top of mind for their customers' myriad stakeholders and giving them the tools and knowledge to tailor their messages to each stakeholder. How to close this gap?

Suppliers 104

Suppliers Stakeholders 104

Hubspot Sales

NOVEMBER 16, 2018

Once the value chain analysis is complete, the primary stakeholders in the business can see an overview of where the business is excelling and where improvements can be made operationally. This is how materials and resources are gained from suppliers before the final product or service can be developed. Inbound Logistics. Operations.

Food and Beverage 142

Food and Beverage Logistics Suppliers Profitability 142

Nutshell

AUGUST 14, 2024

Determining your return on sales gives stakeholders a snapshot of your business’s financial well-being and insight into its potential for growth and success. Calculating your ROS gives stakeholders a more realistic overview to determine your business’s profitability.

Profitability 133

Profitability Suppliers Investors Sales 133

Arpedio

NOVEMBER 22, 2023

Unlock Business Potential with Effective Stakeholder Mapping Improve your critical stakeholder relationships ← Back to blog As businesses strive to achieve growth and success, many overlook the untapped potential of effective stakeholder mapping. We will also highlight the tools and techniques available for stakeholder mapping.

Stakeholders 52

Stakeholders Decision-making Business Growth Innovation 52

Clarity Engagement Solutions

NOVEMBER 9, 2020

Providers, payers and suppliers, also a distribution supply chain and the patients themselves. What are the pressures and challenges that stakeholders face at the moment? What does it include? – The rapid pace of change and innovation. – Patient empowerment. – The effect of merger and acquisition activity.

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

Providers, payers and suppliers, also a distribution supply chain and the patients themselves. What are the pressures and challenges that stakeholders face at the moment? What does it include? – The rapid pace of change and innovation. – Patient empowerment. – The effect of M and A activity.

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

Customer Think

FEBRUARY 2, 2022

Trust is the basis of any valuable relationship with friends and family, employees and employers, customers and suppliers, and among partners. You entrust these parties to enrich your life, business, and growth. They entrust you to do the same. Trust is reciprocal.

Suppliers 118

Suppliers Stakeholders Customer Experience 118

Account Manager Tips

MAY 1, 2021

Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? Do you need the support of internal stakeholders? Understand the commercial inputs and be clear on margins and your walk away pricing. What’s the historical relationship with the client? Are there related issues?

Negotiation 130

Negotiation Suppliers Sales Decision-making 130

Sales Gravy

FEBRUARY 4, 2025

Recognize the Real-World Obstacles Whether your customer has to bid on government contracts, secure large client projects, or get internal buy-in from multiple stakeholders, their success dictates your sale. Youre happy to help, but if they continually choose other suppliers or undercut your prices, you need to reevaluate the partnership.

Suppliers 78

Suppliers Construction Government Stakeholders 78

Hubspot Sales

NOVEMBER 14, 2019

This is also the time to identify key stakeholders and roles and responsibilities to keep the activity on track. It helps to have a project manager on hand to ensure implementation goes smoothly, and to keep stakeholders accountable. Customer/supplier icon. Now let’s walk through value stream mapping step-by-step.

Transportation 130

Transportation Manufacturing Suppliers CRM 130

Account Manager Tips

JUNE 23, 2020

You don't know how you fit in with their other suppliers. Before COVID-19, single sourcing was the big thing: because one supplier for everything makes it easy. Before COVID-19, single sourcing was the big thing: because one supplier for everything makes it easy. So organisations bring in additional suppliers.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Vantage Partners

SEPTEMBER 12, 2023

The leader of the business navigates the organization and across its external landscape of partners, suppliers, customers, and other stakeholder relationships. They align around a shared vision and harness the friction of creative differences and conflict to spark action and innovation.

Leadership 83

Leadership Emotional Intelligence Suppliers Stakeholders 83

Hubspot Sales

DECEMBER 24, 2020

For example, unexpected downtime in a production line can cause a backlog, as well as difficulty with suppliers. It’s also worth noting that, while backlog data may be shared with stakeholders or potential investors, it’s usually not disclosed publicly. The Importance of a Sales Backlog. The higher the number, the smaller your backlog.

Management 140

Management Sales Investors Suppliers 140

Account Manager Tips

MAY 1, 2021

The buyer will get help from a different supplier (i.e. Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? Do you need the support of internal stakeholders? not you) to solve the problem. The buyer chooses you to solve the problem with or for them. Client Retention.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Miller Heiman Group

APRIL 2, 2019

Complacency can lead you to overlook the warning signs that your customer might leave for other suppliers. Did your point of contact or coach mention any restructuring or reorganization that required them to consider other suppliers? Also, consider recent changes with your customers.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Hubspot Sales

APRIL 3, 2019

Outline your mission, vision, and key stakeholders. Outline your mission, vision, and key stakeholders. Determine who your key stakeholders are (e.g., customers, employees, owners, board members, suppliers) to understand exactly who your strategy will impact. Determine who your key stakeholders are (e.g.,

Stakeholders 134

Stakeholders Sales Software Software 134

Customer Think

DECEMBER 4, 2022

One way to make any department or stakeholder relevant is to convert it into a value center. Unilever was preferred for edible oil in retail because they phased out non-sustainable production of palm oil, and their procurement of such oils from sustainable conscious suppliers increased the cost. They really need to be value centers.

Suppliers 75

Suppliers Government Profitability Procurement 75

Hubspot Sales

OCTOBER 12, 2017

You might assume that if you have the decision maker’s ear, you don’t need to get buy-in from other stakeholders. According to " The Challenger Sale ," the number one thing decision makers care about is “widespread support for the supplier across [the] organization.” But this couldn’t be further from the truth.

Meetings 111

Meetings Decision-making Suppliers Stakeholders 111

Hubspot Sales

JULY 7, 2019

Navigate internal politics and target key stakeholders to drive buy-in. Expand your relationship landscape to include: Current relationship status ( Vendor, Preferred Supplier, Planning Partner, Trusted Advisor ). Deliver value through right-fit solutions to their toughest challenges. Strategic Account Plan Template Layout.

Account Planning 142

Account Planning Co-Creation Account Management Negotiation 142

Account Manager Tips

JULY 9, 2020

For example don't say "meet with key stakeholders" when the job description has identified who those stakeholders are and you can say "meet with Product Management and Technical" instead. Meet critical stakeholders, learn as much as you can and understand the priorities of your organisation and your new clients. competitors.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Hubspot Sales

JANUARY 26, 2018

According to The Challenger Sale , " Widespread support for a supplier across their team is the number one thing senior decision makers look for in making a purchase decision." So words that express agreement among stakeholders -- such as "support" or "consensus" -- could have a significant impact on your primary buyer's mindset.

Decision-making 112

Decision-making Stakeholders Suppliers Negotiation 112

Upland

NOVEMBER 27, 2023

It might be operational, financial, or technical, or have to do with markets, competitors, partners, suppliers, or even their own customers. A pressure might be… Losing market share to a competitor Supplier costs rising Insufficient revenue. It could be rooted either internally or externally. Why do they need to act?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Hubspot Sales

JUNE 17, 2019

This deprives them of the opportunity to execute proper discovery work, enhance relationships with the right customer stakeholders, and prevents them from being able to tailor their approach, presentation, and proposed solution.

Procurement 109

Procurement Suppliers Stakeholders Profitability 109

ClearPoint Strategy

NOVEMBER 2, 2021

The bargaining power of suppliers. The leadership team or stakeholders identify the major issues and goals as a first step. From there, stakeholders will create action plans for each goal and begin tracking and measuring progress. The goal is to establish common visions and values for all stakeholders.

Stakeholders 145

Stakeholders Software Software Organization 145

Hubspot Sales

NOVEMBER 26, 2019

Which evaluation criteria are the other stakeholders using? Is there a committee assigned to choosing a [vendor, supplier, solution]? Should I be aware of any priorities or concerns from other stakeholders? Their answer will reveal if they’re a junior decision maker responsible for the initial supplier research.).

Decision-making 92

Decision-making Suppliers Value Proposition Stakeholders 92

Account Manager Tips

JULY 6, 2022

Challenge traditional supplier-customer relationships - build partnerships and contribute resources through relationships. You can work with your stakeholders in real time to unlock conversations, insights and ideas. You and your client become co-collaborators, co-producers and co-benefactors of value. Clarify roles and tasks.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

Hubspot Sales

MAY 14, 2019

By far the biggest reason smaller, scrappier suppliers can kick out long-standing vendors? Every month or quarter, ask yourself: "Do I know who all of the current customer stakeholders are?". The incumbent stopped truly working the account. To avoid this fate, use a multi-threaded approach. Who's left since I last surveyed the account?

Stakeholders 105

Stakeholders Suppliers Meetings CRM 105

Arpedio

OCTOBER 11, 2021

The KAM must manage a program and lead the business strategy across internal stakeholders and the value co-creation with the stakeholders at their key accounts – not a trivial endeavor. Now more than ever, key or strategic customers are gaining even more investment from their vendors. SAM is a journey. It's not a one-time project.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Revegy

JULY 16, 2024

Businesses undertake extensive research before even considering a purchase, often involving 6-10 stakeholders. This group spends approximately 15% of their decision-making time making sense of researched data and another 17% in discussions with potential suppliers.

Suppliers 52

Suppliers Stakeholders Decision-making Sales 52

Mike Kunkle

FEBRUARY 5, 2023

The above diagram is only one possible example and is a consultative example, where a solution is sourced and implemented (rather than a transactional example where a supplier is sourced and products are purchased, used, and replenished).

B2B 231

B2B Sales Decision-making Negotiation 231