Article

I Would Pay 50% More…

In a recent discussion with an executive client, he commented that he believes his hardest challenge...

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Pricing! Pricing! You Can’t Talk about Pricing!

Jim Mora, a former NFL coach, was made famous in a recent beer commercial that featured...

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Don’t Forget "How"

Recently, I worked with a client that was implementing a new “customer partnering” initiative that provided...

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Don't Forget "How"

Recently, I worked with a client that was implementing a new “customer partnering” initiative that provided...

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Where’s The Beef?

Many years ago, in a course on information theory, I learned that one way to measure...

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Where's The Beef?

Many years ago, in a course on information theory, I learned that one way to measure...

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Business Relationships

CoDestiny Relationships Between Manufacturers And Distributors

Atlee Valentine Pope and George F. Brown, Jr. discuss issues that can arise in manufacturer-distributor relationships,...

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From Assessment To Action: Managing Distributor Relationships

One of our clients in the building systems industry asked us to help resolve a dilemma...

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Deleting Voicemail 666

We were having a conversation with one of our clients following a meeting related to their...

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Sales Models In Business Markets With Complex Customer Chains

We have often described “major customer relationships” and “third-party channel relationships” as two of the most...

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A Blueprint for Strong VAR/Vendor Relationships

William Blake, the English poet and painter, has been quoted as saying, “He hasn’t an enemy...

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Whatever Happened To Growth?

Earlier this year, one of our clients invited us to participate in an off-site meeting involving...

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Growth Is A Project

Recently, we asked a procurement executive within a large communications equipment company to describe a supplier...

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Strategic Accounts As Engines of Growth

Last month, we were invited to meet with a marketing and sales executive at a leading...

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Mistakes That Could Have Been Avoided

As we begin to climb slowly out of the deepest, darkest recession on recent record, it’s...

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Two Pricing "Constants"

Alan Perlis, the first head of the Computer Science Department at Carnegie-Mellon University, often told his...

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Two Percent For Looking In The Mirror Twice

Recent work involving the use of pricing analytics has provided some interesting insights about profit management...

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Avoiding The Vicious Cycle Of Pricing

While working on a growth strategy assignment with a major business-to-business supplier, we observed several fascinating...

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Using Service Strategies To Avoid Price Pressures

At a recent workshop, we distributed a “quiz” with 10 quotes which we said were from...

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Innovation: Fuel For Breakout Growth

At a meeting with one of our clients, we provided their executive team with a short...

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Success! Now What?

A company with which our firm worked recently communicated some good news:  They had been selected...

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Out Of Crisis Comes Opportunity

Our title for this article emerged from a recent client project.  We were working with a...

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Offices in Chicago And Chengdu: Managing the Complexity of the China Market

One of our clients is the executive responsible for the Global Accounts served by her company,...

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Rules Of Three: Managing Major Customer Relationships Involving China

Several years ago, we published an article[1] titled “The Unwritten Rules of China”, addressing the complexities...

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Implementation Competencies: Creating Long-Term Growth Foundations

A global industrial systems company found that its business environment was shifting rapidly.  The firm had...

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In-Career Education and Implementation Competencies

Rudy Giuliani once noted that “Change is not a destination, just as hope is not a...

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Pricing Isn’t A Four Letter Word

When the topic of pricing arises, anticipation often follows that the discussion will be unpleasant, putting...

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Make Them An Offer They Can Refuse

In the early 70s, one of the phrases of the day was “Make him an offer...

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You Might Be A Real Chinese Company…

We have recently written that at the top of U.S. firms’ agendas must be bringing some...

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Second Mouse Opportunities For Distributors

We have used the saying “The second mouse gets the cheese” as an analogy for what...

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