Interim Management is the better way. It is a fast method for accessing management resources. Unlike consultants, interim managers are responsible for line management. They offer companies an effective way to expand the existing skills of their “core” employees – a just-in-time source of intellectual capital and additional specialist capacity.
A recent study reveals the biggest challenges and priorities for sales in 2021, with responses from 423 sales directors, CSOs and CEOs identifying the biggest challenges and their main sales priorities for 2021.
B2B, B2C, B2B2C, B2G, … these abbreviations stand for different sales channels. I would like to add a new approach based on the experiences made in the last months: B2V – Business-to-Video. This is the appropriate description for the many video calls we have made with our customers recently. But how do you prepare yourself and your sales team for B2V? Here is my suggestion how to do it.
Basics for a successful introduction of a Global Account management strategy in B2B medium-sized businesses. Especially in the B2B SME sector, it is the customers who drive the activities of the companies. Because often the medium-sized businesses follow their clients out into the world. However, this creates a new situation for the suppliers with many challenges: Price differences in the countries have to be negotiated, worldwide support is required, an adjustment to the global procurement strategy of the customers is necessary and best of all, they should make the greatest possible profit from this very promising situation. In short: At some point, national key account management is no longer sufficient. It is time for a global or even international account management on the part of the suppliers. Global Account Managers develop customer relationships and track revenue opportunities with Global Accounts worldwide.
Basics for a successful introduction of a Global Account management strategy in B2B medium-sized businesses. Especially in the B2B SME sector, it is the customers who drive the activities of the companies. Because often the medium-sized businesses follow their clients out into the world. However, this creates a new situation for the suppliers with many challenges: Price differences in the countries have to be negotiated, worldwide support is required, an adjustment to the global procurement strategy of the customers is necessary and best of all, they should make the greatest possible profit from this very promising situation. In short: At some point, national key account management is no longer sufficient. It is time for a global or even international account management on the part of the suppliers. Global Account Managers develop customer relationships and track revenue opportunities with Global Accounts worldwide.
I am very honored to have been invited to this year’s event as a panelist to talk about new business models that may emerge from the Corona pandemic.
Here is one of the most interesting quotes of resent times: Captain (ret.) Friedhold Hoppert explains what Interim Management clients can learn from a captain.
Purchasing decisions of B2B customers are more similar to those of private customers (B2C) than it may initially appear. It is not only objective criteria that count; subjective factors also play a role. These include whether the brand matches the positioning of the own company or whether the design and features are attractive. This article takes a look at the research and explains how – with the right data – it can be used to help you better understand the more personal elements behind your customers’ decisions. From this you can then form a value proposition that meets the deepest needs of your customers. After all, the customer should perceive the products and services of his supplier as unique and make his decision accordingly.
In this interview with the Interim Management Provider Bridge imp GmbH from Grünwald, I talk about RoIM – Return on Interim Management – and my motto “Resulting instead of Consulting”.
You can use these questions to prepare for the assignment of an Interim Manager.
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