Category Archives: Communication

Desperately Seeking Value

A few years ago, I discovered a world of small volume specialist watch makers ( no, don’t leave yet, it will get interesting!). This group of small independents design and have made, usually in specialist Swiss and German manufacturers, watches … Continue reading

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Not the delivery performance! Measuring strategic suppliers.

There is an interesting definition we keep returning to; what is a strategic supplier? Our firm contention is that a strategic supplier is one which can advance a core strategy of the business through close and aware contribution. However, there … Continue reading

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Price! It’s ALL about PRICE!

Actually, it isn’t. Although many of our stakeholders and suppliers think that is all we negotiate about. Imagine it that was true! All we could do is talk about price. Our position would be about pricing, our negotiations would all … Continue reading

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We don’t just buy pencils!

“The function that buys pencils?” That was the question asked of me by a CEO of a large multinational corporation. I was sitting next to him at a dinner event, looking forward to talking about how I was working to … Continue reading

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The Matrix – Strategies, Scenarios and Playbooks

Last time, we had a look at how scenario planning works ( http://wp.me/p1k7FC-3Z ). The small remaining question is:when should we use it? There are two clear opportunities, in either category management or in strategic relationship development. The first is … Continue reading

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Differentiation – not the Stephen Hawking kind..

Marketing activity is often about expressing a way in which a product or service is different and better than its competition, and ensuring that the points of difference are important to the people the message it is being aimed at. … Continue reading

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Invited to a Reception

There is a common feature in all businesses. That is the reception area. Just think about your reception area for a moment. It may well have comfortable chairs and a security mechanism of some sort. There may be copies of … Continue reading

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