Supply chain

What Sales People Can Learn From Supply Chains

Sales Strategies and Tactics

Professional buyers can teach sales people a lot about selling. In fact sales people can learn a lot about selling, when they’re buying for themselves. But there’s one aspect of buying sales people will not learn on their own – the supply chains professional buyers build. Supply chains are interesting, because they seem to contradict [...]

Read the full article →

The Front Office Process – First Call to Referral

Front Office Box

The Business Process should be a seamless progression of actions, from the first sales call to the customer reference to friends. Unfortunately its easier to talk about than implement, because our traditional view of organisation is based on the command and control models originally developed for the Roman army. Worse, our business software is designed [...]

Read the full article →

Vendor Relationship Management Builds Better Businesses

Front Office Box

Once we’ve chosen a partner we do everything we can to minimize his/her costs and introduce them to other business.

We don’t always get the compliment returned, but vendors who don’t want to be partners aren’t around very long.

Read the full article →

Why Limit Relationship Management to Customers and CRM?

Front Office Box

“What happens when our customer has a brother who’s a vendor, and a sister who works for our regulatory authority? Disappointing the customer with delivery whilst demanding extra discount from the vendor might have an impact on our ability to satisfy the regulator. Doesn’t seem likely to be a positive influence.” Our businesses have always [...]

Read the full article →

Web 2.0 for Business

Uncategorized

The avalanche has started. What avalanche?  Big brands starting to use the Internet to reach, influence and create loyalty in their small business customers! Several phenomena are merging. 1) Big brands can no longer control demand and supply through their distribution channels.  They’re being commoditised by Internet enabled competition. 2) Their big customers are disaggregating.  [...]

Read the full article →
Google Analytics Alternative