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Anne Bruggink, Global Head of Service Delivery & Operations at Electrocomponents plc describes the relationships their B2B and B2C customers expect to build through which they can gain extra value for a lower cost. Electrocomponents is able to deliver that extra value to its customers by co-designing with suppliers in order to provide quality products and by intelligently using transportation and IT systems in order to deliver to the customer in a flexible, fast and reliable way. |
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Jamie Wallis, Business Development Senior Manager summarises the changes that the legal market is going through with an increase in buyer power. The importance of understanding what the client wants and needs, as well as the importance of gaining real engagement internally is crucial to be able to offer a competitive service to their Key Accounts. Jamie explains that Addleshaw Goddard’s work with Cranfield enables partners within the business to understand their clients much better and therefore provide more tailored solutions and develop their customer relationships. |
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Philip Drew, Director at PwC explains the importance of bids because of the huge increase in buyer power. Through his PhD research at Cranfield, Philip has identified a whole range of influences around buying decisions which include assessments of: capability and competence; service design; relationships and trust; and behavioural interaction - particularly the ability to listen and respond enthusiastically. All of these factors need careful consideration and tailoring to the needs of the person doing the buying. One size does not fit all. |
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Matts Larsson describes the steps that Tetra Pak has taken to develop and implement Key Account Management strategies in response to customer demand. Their KAM Leadership development process is used to mobilise teams internally, develop corporate ambitions, encourage best practice ways of working and inform the organisational agenda, resulting in increased value for the customer. |
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Simon Rutter explains how Anglo American has got into social media from a Business to Business perspective and how they are looking to embed the concept of a social business within its culture. |
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Dominic Dinardo, SVP Global Sales Engineering, describes the concept of a social enterprise. Linking employee social networks and customer and product social networks together can result in new, productive and transparent ways of working. |
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Cameron Gunn gives a summary of the research Radley Yeldar have conducted with the FTSE 100 and how they were using social media across five key social media channels for their corporate communications. |
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Professor Neil Rackham talks about the emerging trends in value selling and what this means for sales over the next 5-10 years. He goes on to describe the attributes of those salespeople who will be successful in the future. |
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Professor Neil Rackham summarises his presentation on value creation in sales and how redesigning the boundaries between organisations is what delivers the value. |
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Chris Shambrook, Performance Director at K2 reflects on the similarity of mindset required for both competitive sport and the sales environment and how high performance sports coaching can be used to develop excellence in sales. |
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Martin Brewis, Sales Director at Allied Milling & Baking Group shares his experience of negotiations between FMCG businesses and retailers. |
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Kami Lamakan, Principle at The Loop highlights the importance of considering internal communication when developing change strategies which will add value to the customer. Simplification and customisation of messages are also a key part of driving change through an organisation. |
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Professor Kaj Storbacka of Vectia Ltd and Hanken School of Economics talks about how successful global growth focuses on customers and the standardization and integration of processes according to market segments |
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John MacDonald-Gaunt, Executive Partner at IBM Global Business Services talks about the challenges involved in implementing a global strategy and what helps global accounts to be successfully managed |
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Dr Kegang Wu, Chief China Advisor at British Chambers of Commerce talks about the challenges of and opportunities for trading with China today |
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Jan Thiele of McKinsey & Co speaks to Mark Davies from Cranfield School of Management |
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Dr Hajo Rapp of Siemens speaks to Mark Davies from Cranfield School of Management |
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Nicky Keyworth of Dun & Bradstreet speaks to Mark Davies from Cranfield School of Management |
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Simon Rodaway of Dun & Bradstreet speaks to Mark Davies from Cranfield School of Management |
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Paul Longley of Allied Bakeries speaks to Mark Davies from Cranfield School of Management |
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Professor Thomas Choi of Arizona State Universtiy speak to Mark Davies from Cranfield School of Management |