Media

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

June 30, 2015

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



Challenges of Establishing SAM in Emerging Markets

June 30, 2015

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



Is Your Organization Customer Focused?

January 23, 2015

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



Overcoming Growth Challenges

October 24, 2014

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



Western Views of Investment in China

October 23, 2014

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



Defining the Customer Experience to Inform Value-Based Pricing

August 29, 2014

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



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

June 27, 2014

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.



Atlee Valentine Pope to Present at International Traders of Iowa luncheon

May 2, 2014

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



David G. Hartman to Present at SAMA Annual Conference

May 2, 2014

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.



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

February 21, 2014

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



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

February 21, 2014

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



Northwestern University, Kellogg, and Atlee Valentine Pope

January 24, 2014

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.



Marketing Management Magazine Publishes "Building Blocks"

March 14, 2013

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.



George F. Brown, Jr. Contributes to Fortune Article

January 21, 2013

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.



Atlee Valentine Pope Speaks at Hertz

January 9, 2013

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



George Brown Quoted in Area Development Online Article

November 21, 2012

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



David G. Hartman Contributes to AdWeek Article

November 15, 2012

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



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

November 13, 2012

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.



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

November 6, 2012

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.”



Business Excellence Publishes "China: 2 Decades of Change"

November 1, 2012

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



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

October 22, 2012

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



Blue Canyon Attends The University of Chicago’s Career Fair

October 18, 2012

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

 



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

October 16, 2012

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.



Atlee Valentine Pope Speaks at ISBM Member's Meeting

September 18, 2012

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.



Atlee Valentine Pope Presents at Everett Smith

August 22, 2012

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



David Hartman Contributes to Asia Pacific Finance and Development Center Article

August 8, 2012

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.



Creating Strong Relationships Between Manufacturers and Distributors

August 6, 2012

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



Blue Canyon Cited in CNN Money

July 30, 2012

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.



Blue Canyon Cited in Fortune Magazine

July 9, 2012

Blue Canyon’s perspective on the changing competitive environment was recently cited In Fortune magazine’s annual report on the Global 500. The article cited the emergence of Second Mouse companies that are becoming a force in global markets.



Ten Key Roles of a B-to-B Corporate Marketing Function

May 31, 2012

Ten Key Roles of a B-to-B Corporate Marketing Function by Atlee Valentine Pope, President and Cofounder of Blue Canyon Partners and Ralph Oliva, Executive Director of ISBM was recently featured in B2B Magazine and Marketing Brillo.



A Blueprint for Strong Vendor/VAR Relationships

May 11, 2012

Vertical System Reseller featured an article titled A Blueprint for Strong Vendor/VAR Relationships by George F. Brown, Jr. in their March 2012 issue.



Pricing Isn’t a Four-Letter Word Published In Retail Touchpoints

April 23, 2012

Retail Touchpoints recently published an article titled Pricing Isn’t a Four-Letter Word by George F. Brown, Jr. of Blue Canyon Partners.



Associations for Operations Management Publishes "Success! Now What?"

April 20, 2012

The Association for Operations Management featured an article titled Success! Now What?, by Blue Canyon CEO George F. Brown, Jr. as a feature article in the March/April issue of APICS Magazine.



Atlee Valentine Pope On First Business Network

April 18, 2012

Blue Canyon President Atlee Valentine Pope was interviewed on First Business Chicago regarding earnings expectations.



Learning From Implementation Success Stories

April 9, 2012

George F. Brown, Jr. and David G. Hartman will present the webinar Learning From Implementation Success Stories.



If Speaking Is Silver, then Listening Is Gold

April 9, 2012

George F. Brown, Jr. recently published If Speaking Is Silver, then Listening Is Gold on TMCnet.com, as part of his ongoing articles on the topic Listening to Customers.



Achieving Bottom-Line Gains Through Pricing

March 28, 2012

The Blue Canyon webinar recording titled Achieving Bottom-Line Gains through Pricing is now available on our web site, including both the audio file and the slides.



It's My Own Damn Fault

March 28, 2012

The Wiglaf Journal recently published It’s My Own Damn Fault, by George F. Brown, Jr. and David G. Hartman. The article describes how firms can put themselves onto the bulls-eye in terms of pricing pressures, and offers suggestions as to how to avoid that problem.



Blue Canyon and Kellogg School of Management Discuss Growth Opportunities

March 28, 2012

On March 15th Atlee Valentine Pope, Kellogg Alumna and Blue Canyon Partners Cofounder and President, hosted a meeting with several Kellogg professors to discuss business-to-business growth strategies and new growth markets.



Second Mouse Tales From China

March 8, 2012

IP Frontline published Second Mouse Tales from China by George F. Brown, Jr. and David G. Hartman. The article includes case studies of five Chinese firms that have become a force in global markets.



CoDestiny Relationships between Manufacturers and Distributors

March 1, 2012

George F. Brown, Jr. and Atlee Valentine Pope’s article, titled CoDestiny Relationships between Manufacturers and Distributors, was featured in the March 2012 issue of Business Excellence.



Thinking about Your Customer’s Competitors

February 10, 2012

Velocity, the journal published by the Strategic Accounts Management Association, published an article by David G. Hartman and George F. Brown, Jr., titled My Customer’s Competitors Is My ? in their first 2012 issue.  The article discusses the challenges posed when new competitors to existing strategic accounts approach a supplier.



Actuant Growth + Innovation Conference

February 10, 2012

David G. Hartman, Blue Canyon’s China Practice Director, spoke at the 2012 Growth + Innovation Conference for the Actuant Corporation executive leadership team in late January.  His presentation focused on the topic “Breakout Growth Opportunities in China”.



Customer-Written "Standards"

February 10, 2012

George F. Brown, Jr., Blue Canyon’s CEO, authored a paper in the January 2012 issue of Business Excellence on the topic The Standard Is the Standard. The paper emphasizes the importance of setting the right standards for firms that want to sustain a position of excellence in performance.



Pricing Webinar on 2/29

February 9, 2012

George F. Brown, Jr. will present a free webinar on Pricing on February 29th at 3:00 CST. For more information and registration details click here.



How Real Are Those Price Pressures?

February 2, 2012

George F. Brown, Jr., Blue Canyon’s CEO and CoFounder, will present a webinar titled How Real Are Those Price Pressures? on August 11, 2011 at 1 pm (eastern), sponsored by Briefings Media.  Information on the webinar is available at http://workplacetrainingcenter.com/Prod-2604.aspx.



Best Practices in Strategy Implementation

February 2, 2012

George F. Brown, Jr., CEO of Blue Canyon Partners, will present a webinar titled “Best Practices in Strategy Implementation” on Thursday, June 9 at 1:00 pm (eastern).  This webinar is sponsored by the Institute for the Study of Business Markets and is free.



Business Excellence Cover Story

January 30, 2012

George F. Brown, Jr. authored the cover story in the August 2011 issue of Business Excellence, available on-line at http://www.bus-ex.com/content/usa-canada-august-2011.  The article addresses the challenges of being the focus of pricing pressures.



Emerging Competition from China

January 30, 2012

Business Excellence recently featured an article titled “They Aren’t Who We Thought They Were”, by George F. Brown, Jr and David G. Hartman, on the emerging competitors from China.  The article is available on-line at http://www.bus-ex.com/article/strategy-china.



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