In the News

Product-Focused to Customer-Focused: Bringing the Strategic Accounts Organization into the Product Development Process

Blue Canyon Partners Principal David Hartman on May 6, 2015, led an engaging panel discussion during the Strategic Account Management Association’s Annual Conference. The panel discussed how the strategic accounts organization can bring new insights about solutions that cross product lines and overcome challenges in getting the voices of their customers heard when working in large, complex organizations. Panelists include Doni Riddle, Vice President of Global Strategic Accounts, Sherwin-Williams; Bernard Souche, Director of Health Systems, Medtronic; and, Tony Stanich, Vice President, Global Food and Beverage Corporate Accounts, Nalco.

Download Product-focused to Customer-focused: Bringing the Strategic Account Organization Into the Product Development Process

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In the News

Challenges of Establishing SAM in Emerging Markets

Blue Canyon Partners Principal David Hartman on May 5 and 6, 2015, presented at the Strategic Account Management Association’s 51st Annual Conference. More than 700 global/key strategic account management executives and account managers are expected to attended.  David’s presentation, “Challenges of Establishing SAM in Emerging Markets,” highlighted leading practices in channel design and management, and included anecdotes that strategic account managers can learn from as they evaluate how to gain leverage through their channels.

Download Challenges of Establishing SAM in Emerging Markets

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In the News

Is Your Organization Customer Focused?

Atlee Valentine Pope on January 21 presented to 20 senior executives at a food and beverage meeting on Building a Customer-Focused Organization. Atlee’s presentation provided illustrative examples of how other companies have made the cultural shift to creating a customer-focused organization and included lessons from best-in-class, customer-focused, B2B organizations.

Download Building a Customer-Focused Organization

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In the News

Overcoming Growth Challenges

Atlee Valentine Pope, President and CEO of Blue Canyon Partners, addressed an audience of nearly 200 wholesalers at a national wholesaler conference this month. Atlee’s presentation challenged wholesalers to look at their market today and asked two key questions: has the market changed, and what are your customer needs? The presentation provided real-life perspective drawn from case studies on the growth challenges wholesalers currently are facing. It also prescribed ways in which wholesalers could overcome these challenges by understanding customer needs. A Growth Challenge checklist was included at the end for the wholesalers to identify red flags in these areas.

Download Overcoming Growth Challenges

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In the News

Western Views of Investment in China

Blue Canyon Partners Principal David G. Hartman this past September was invited to speak at The First Capital Summit Forum in China. The forum focused on capital investment and co-prosperity in 2014. David provided a Western view of investment in China.

Download Western Views of Investment in China

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In the News

Defining the Customer Experience to Inform Value-Based Pricing

Blue Canyon Partners Principal Axel J. Leichum on September 18 presented to MAPI’s (Manufacturers Alliance for Productivity and Innovation) Division and Marketing Councils on how the customer experience can inform value-based pricing. Axel walked senior executives through three dimensions that define the total customer experience and provided a framework on how to use this information along with the economics of the customer experience to successfully value and price an offering.

Download Defining the Customer Experience to Inform Value-Based Pricing

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In the News

Axel J. Leichum to Discuss Pricing Trends and Tools During Upcoming MAPI Webinar

Blue Canyon Partners Principal Axel J. Leichum on June 18, 2014, will present the findings from the Blue Canyon-MAPI pricing survey. The survey included a host of questions about the trends and environmental factors that are impacting pricing, how businesses are addressing them, and what appraoches are used to set pricing strategies. Axel will also provide vivid color around the survey’s findings and go deeper into how the findings correlate to what Blue Canyon has been observing in this area. To obtain a copy of the report, email contactus@bluecanyonpartners.com.

Download the slides from this Webinar.

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In the News

Atlee Valentine Pope to Present at International Traders of Iowa luncheon

Blue Canyon Partners President and CEO Atlee Valentine Pope on April 17 will present to the International Traders of Iowa on how other leading businesses are growing amidst a sea of change in the sources of global growth. Atlee will discuss the underlying economics and defined framework that companies could use to set themselves up for success.

Download Growing a Business in a Changing World

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In the News

David G. Hartman to Present at SAMA Annual Conference

Blue Canyon Partners Principal David G. Hartman was invited to present on where growth is coming from at the Strategic Account Management Association’s (SAMA) 50th Annual Conference May 19-21, 2014 in Orlando, FL. David will take participants “Around the World in 18 Minutes,” with a lively discussion around growth markets, what today’s business leaders should expect and what the impact will be on strategic account management.

David also will be moderating a panel discussion on managing complex channel relationships while creating value for end customers.

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In the News

Bruce Karr to Present Building Blocks for a Best-in-Class Marketing Organization

Bruce Karr on Tuesday, March 25 will present to marketing executives at a BMA Milwaukee Breakfast Workshop. The program will focus on 10 leading practices to build a best-in-class corporate marketing organization. Using real-world examples, Bruce will show how marketing organizations can fuel their companies’ growth and ensure it is a world-class leader. Non-members are welcome to attend.

Download Ten Best Practices for Today’s B2B Corporate Marketers

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In the News

David G. Hartman to Discuss Growth in a Changing World at Upcoming SAMA Webinar

Blue Canyon Principal, David G. Hartman on Wednesday, March 26, in partnership with the Strategic Account Management Association (SAMA), will take a look forward to where growth is coming from around the world and how changing country dynamics will impact strategic account management. Register for Growing Business in a Changing World.

Download the slides from this Webinar

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In the News

Northwestern University, Kellogg, and Atlee Valentine Pope

Atlee Valentine Pope was invited by Northwestern University to teach a group of Kellogg graduate students enrolled in its capstone strategy course. Atlee’s session will focus on market definition and corporate capabilities.

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In the News

Marketing Management Magazine Publishes "Building Blocks"

Marketing Management, the American Marketing Association’s magazine, published “Building Blocks.” In the article, Blue Canyon President Atlee Valentine Pope, and ISBM Executive Director Ralph A. Oliva outline ten best practices for building a strong corporate marketing program.

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In the News

George F. Brown, Jr. Contributes to Fortune Article

George F. Brown, Jr. shared his insights in response to the question “How Do You Lead When No One Wants to Follow?” in a recent Fortune article.

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In the News

Atlee Valentine Pope Speaks at Hertz

On January 9th, Atlee Valentine Pope presented in front of an audience of Hertz Equipment executives.

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In the News

George Brown Quoted in Area Development Online Article

George F. Brown, Jr. contributed to the Area Development Online article titled The Confluence of Facility Planning and Supply Chain Strategy .

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In the News

David G. Hartman Contributes to AdWeek Article

Blue Canyon China Practice Director, David G. Hartman was quoted in a recent AdWeek article, “The Great Brand of China.”

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In the News

George F. Brown, Jr. to Present in Industrial Distribution Webinar

George F. Brown, Jr. will present in the Industrial Distribution webinar “Crush Price Objections: Effectively Managing Negotiations Along the Customer Chain.” The webinar will take place on December 11 at 12pm CST. For more details and complimentary registration, click here.

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In the News

Atlee Valentine Pope and David G. Hartman Present at Abbott Global Commercial Leadership Summit

Blue Canyon President and Cofounder, Atlee Valentine Pope, presented on “Hospital and Health System Insights for Abbott Diagnostics. Blue Canyon China Practice Director David G. Hartman presented on the topic of “Strategic Pricing.”

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In the News

Business Excellence Publishes "China: 2 Decades of Change"

Business Excellence published David G. Hartman’s recent article “China: 2 Decades of Change.”

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In the News

Business Excellence Publishes "China: 2 Decades of Change"

Business Excellence published David G. Hartman’s recent article “China: 2 Decades of Change.”

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In the News

Industrial Supply Publishes "Planning Change and Leading Change" by George F. Brown, Jr.

Industrial Supply published “Planning Change and Leading Change” by George F. Brown, Jr.

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In the News

Blue Canyon Attends The University of Chicago’s Career Fair

On October 12th, Blue Canyon team members attended the Fall Career Fair at the University of Chicago.

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In the News

ISBM to Hold "Keys to Alignment and Execution" Webinar on October 23rd

The Institute for the Study of Business Markets will present a webinar called “Keys to Alignment and Execution–Going Beyond a Great Plan to Brilliant Implementation” on October, 23 at 12 CST. The webinar will cover highlights from the September 2012 ISBM Member’s meeting, including contributions from Blue Canyon President Atlee Valentine Pope. For registration details click here.

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In the News

ISBM to Hold "Keys to Alignment and Execution" Webinar on October 23rd

The Institute for the Study of Business Markets will present a webinar called “Keys to Alignment and Execution–Going Beyond a Great Plan to Brilliant Implementation” on October, 23 at 12 CST. The webinar will cover highlights from the September 2012 ISBM Member’s meeting, including contributions from Blue Canyon President Atlee Valentine Pope. For registration details click here.

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In the News

Atlee Valentine Pope Speaks at ISBM Member's Meeting

On September 11th, 2012, Atlee Valentine Pope spoke at the ISBM Member’s Meeting: Keys to Alignment and Execution-Going Beyond a Great Plan to Brilliant Implementation.

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In the News

Atlee Valentine Pope Presents at Everett Smith

Atlee Valentine Pope presented on the topic of “Continuous Innovation” at the Everett Smith Executive Forum on August 22nd.

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In the News

David Hartman Contributes to Asia Pacific Finance and Development Center Article

The  Asia Pacific Finance and Development Center published the CNN Money article “China’s Slowdown Deepens, Raises Risks to the Global Economy” that cited Blue Canyon China Practice Director David Hartman.

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In the News

Creating Strong Relationships Between Manufacturers and Distributors

George F. Brown, Jr. will present a webinar with the Association for Operations Management on “Creating Strong Relationships Between Manufacturers and Distributors.”

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In the News

Blue Canyon Cited in CNN Money

David G. Hartman, Blue Canyon’s China Practice Director, was quoted in a recent CNN Money article China GDP: Slowdown  Deepens, Raises Risks to Global Economy.

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