Enviar búsqueda
Cargar
Trusted Business Advisor
•
2 recomendaciones
•
444 vistas
Global Partners Inc.
Seguir
Empresariales
Tecnología
Vista de diapositivas
Denunciar
Compartir
Vista de diapositivas
Denunciar
Compartir
1 de 6
Recomendados
Maximizing the Effectiveness of the Partnership with your CRO
Maximizing the Effectiveness of the Partnership with your CRO
Medpace
KCR: Custom-Tailored Functional Service Provider
KCR: Custom-Tailored Functional Service Provider
KCR
Evolving your FSP relationships to achieve maximum return
Evolving your FSP relationships to achieve maximum return
MMS Holdings Inc.
Beyond Procurement Survey Results
Beyond Procurement Survey Results
Sammy Rashed
Introducing a Business Model Development and Evaluation Framework (BMDEF)
Introducing a Business Model Development and Evaluation Framework (BMDEF)
Ralf Heim
Customer Experience Collaboration: Interaction Bridges
Customer Experience Collaboration: Interaction Bridges
ClearAction
Debunking Customer Experience Myths
Debunking Customer Experience Myths
ClearAction
Best Practices in Marketing Operations
Best Practices in Marketing Operations
ClearAction
Recomendados
Maximizing the Effectiveness of the Partnership with your CRO
Maximizing the Effectiveness of the Partnership with your CRO
Medpace
KCR: Custom-Tailored Functional Service Provider
KCR: Custom-Tailored Functional Service Provider
KCR
Evolving your FSP relationships to achieve maximum return
Evolving your FSP relationships to achieve maximum return
MMS Holdings Inc.
Beyond Procurement Survey Results
Beyond Procurement Survey Results
Sammy Rashed
Introducing a Business Model Development and Evaluation Framework (BMDEF)
Introducing a Business Model Development and Evaluation Framework (BMDEF)
Ralf Heim
Customer Experience Collaboration: Interaction Bridges
Customer Experience Collaboration: Interaction Bridges
ClearAction
Debunking Customer Experience Myths
Debunking Customer Experience Myths
ClearAction
Best Practices in Marketing Operations
Best Practices in Marketing Operations
ClearAction
Quartesian fsp model
Quartesian fsp model
Benjamin Jackson
Book Summary : In search of excellence
Book Summary : In search of excellence
Prashant Joglekar
RPO Webinar #2: From Choosing From Choosing to Excusing and Back—Successfully...
RPO Webinar #2: From Choosing From Choosing to Excusing and Back—Successfully...
HROAssoc
ASAP 2012 Global Summit Presentation: Clinical Outsourcing Alliances
ASAP 2012 Global Summit Presentation: Clinical Outsourcing Alliances
Michael W. Young
Effectively Communicating Pharmacoeconomic Research Winnie Nelson (Brief)
Effectively Communicating Pharmacoeconomic Research Winnie Nelson (Brief)
wnelson0001
Clinical Professionals Functional Service Provider (FSP) Brochure
Clinical Professionals Functional Service Provider (FSP) Brochure
Clinical Professionals
How to Use Machine Learning in Clinical Research Right Now
How to Use Machine Learning in Clinical Research Right Now
MMS Holdings Inc.
Global Chief Procurement Officer Survey 2010
Global Chief Procurement Officer Survey 2010
tdolder
Customer-Centric Culture: Engaging Employees & Customers
Customer-Centric Culture: Engaging Employees & Customers
ClearAction
IBM BP Kickoff 2013 - Strategy Map
IBM BP Kickoff 2013 - Strategy Map
IBM Danmark
Marketing Operations Reviews: What They Are and Why You Need Them
Marketing Operations Reviews: What They Are and Why You Need Them
ClearAction
IT Services Bid Management Enabling Framework
IT Services Bid Management Enabling Framework
Navneet Bhushan
Partnership between CROs and Drug companies
Partnership between CROs and Drug companies
Kevin Lee
The Total Economic Impact Of An Innovation Program Driven by Spigit
The Total Economic Impact Of An Innovation Program Driven by Spigit
AJ Kennedy
Business Tools for Transformation: A Sustainability SWOT and Creating a Step-...
Business Tools for Transformation: A Sustainability SWOT and Creating a Step-...
Sustainable Brands
Benchmarking the Procurement Function
Benchmarking the Procurement Function
Tejari
Engagement Plan
Engagement Plan
Mark Schmitt
060119 From Shopping To Strategic Fi Re Buy
060119 From Shopping To Strategic Fi Re Buy
Dr Gordon Murray
Staying Strategic How Procurement must Change!
Staying Strategic How Procurement must Change!
Bill Huber
Realize Accelerated Savings Through Effective Category Management + Supplier ...
Realize Accelerated Savings Through Effective Category Management + Supplier ...
SAP Ariba
Infografia
Infografia
sofiacesar
1113
1113
ali desoky ali
Más contenido relacionado
La actualidad más candente
Quartesian fsp model
Quartesian fsp model
Benjamin Jackson
Book Summary : In search of excellence
Book Summary : In search of excellence
Prashant Joglekar
RPO Webinar #2: From Choosing From Choosing to Excusing and Back—Successfully...
RPO Webinar #2: From Choosing From Choosing to Excusing and Back—Successfully...
HROAssoc
ASAP 2012 Global Summit Presentation: Clinical Outsourcing Alliances
ASAP 2012 Global Summit Presentation: Clinical Outsourcing Alliances
Michael W. Young
Effectively Communicating Pharmacoeconomic Research Winnie Nelson (Brief)
Effectively Communicating Pharmacoeconomic Research Winnie Nelson (Brief)
wnelson0001
Clinical Professionals Functional Service Provider (FSP) Brochure
Clinical Professionals Functional Service Provider (FSP) Brochure
Clinical Professionals
How to Use Machine Learning in Clinical Research Right Now
How to Use Machine Learning in Clinical Research Right Now
MMS Holdings Inc.
Global Chief Procurement Officer Survey 2010
Global Chief Procurement Officer Survey 2010
tdolder
Customer-Centric Culture: Engaging Employees & Customers
Customer-Centric Culture: Engaging Employees & Customers
ClearAction
IBM BP Kickoff 2013 - Strategy Map
IBM BP Kickoff 2013 - Strategy Map
IBM Danmark
Marketing Operations Reviews: What They Are and Why You Need Them
Marketing Operations Reviews: What They Are and Why You Need Them
ClearAction
IT Services Bid Management Enabling Framework
IT Services Bid Management Enabling Framework
Navneet Bhushan
Partnership between CROs and Drug companies
Partnership between CROs and Drug companies
Kevin Lee
The Total Economic Impact Of An Innovation Program Driven by Spigit
The Total Economic Impact Of An Innovation Program Driven by Spigit
AJ Kennedy
Business Tools for Transformation: A Sustainability SWOT and Creating a Step-...
Business Tools for Transformation: A Sustainability SWOT and Creating a Step-...
Sustainable Brands
Benchmarking the Procurement Function
Benchmarking the Procurement Function
Tejari
Engagement Plan
Engagement Plan
Mark Schmitt
060119 From Shopping To Strategic Fi Re Buy
060119 From Shopping To Strategic Fi Re Buy
Dr Gordon Murray
Staying Strategic How Procurement must Change!
Staying Strategic How Procurement must Change!
Bill Huber
Realize Accelerated Savings Through Effective Category Management + Supplier ...
Realize Accelerated Savings Through Effective Category Management + Supplier ...
SAP Ariba
La actualidad más candente
(20)
Quartesian fsp model
Quartesian fsp model
Book Summary : In search of excellence
Book Summary : In search of excellence
RPO Webinar #2: From Choosing From Choosing to Excusing and Back—Successfully...
RPO Webinar #2: From Choosing From Choosing to Excusing and Back—Successfully...
ASAP 2012 Global Summit Presentation: Clinical Outsourcing Alliances
ASAP 2012 Global Summit Presentation: Clinical Outsourcing Alliances
Effectively Communicating Pharmacoeconomic Research Winnie Nelson (Brief)
Effectively Communicating Pharmacoeconomic Research Winnie Nelson (Brief)
Clinical Professionals Functional Service Provider (FSP) Brochure
Clinical Professionals Functional Service Provider (FSP) Brochure
How to Use Machine Learning in Clinical Research Right Now
How to Use Machine Learning in Clinical Research Right Now
Global Chief Procurement Officer Survey 2010
Global Chief Procurement Officer Survey 2010
Customer-Centric Culture: Engaging Employees & Customers
Customer-Centric Culture: Engaging Employees & Customers
IBM BP Kickoff 2013 - Strategy Map
IBM BP Kickoff 2013 - Strategy Map
Marketing Operations Reviews: What They Are and Why You Need Them
Marketing Operations Reviews: What They Are and Why You Need Them
IT Services Bid Management Enabling Framework
IT Services Bid Management Enabling Framework
Partnership between CROs and Drug companies
Partnership between CROs and Drug companies
The Total Economic Impact Of An Innovation Program Driven by Spigit
The Total Economic Impact Of An Innovation Program Driven by Spigit
Business Tools for Transformation: A Sustainability SWOT and Creating a Step-...
Business Tools for Transformation: A Sustainability SWOT and Creating a Step-...
Benchmarking the Procurement Function
Benchmarking the Procurement Function
Engagement Plan
Engagement Plan
060119 From Shopping To Strategic Fi Re Buy
060119 From Shopping To Strategic Fi Re Buy
Staying Strategic How Procurement must Change!
Staying Strategic How Procurement must Change!
Realize Accelerated Savings Through Effective Category Management + Supplier ...
Realize Accelerated Savings Through Effective Category Management + Supplier ...
Destacado
Infografia
Infografia
sofiacesar
1113
1113
ali desoky ali
3g شيكة
3g شيكة
ali desoky ali
Yrityssalo - Tuulta purjeisiin Salossa
Yrityssalo - Tuulta purjeisiin Salossa
Yrityssalo
Aina Group, sijoittajanäkökulma 2011
Aina Group, sijoittajanäkökulma 2011
Aalto Capital
Hezbollah el partido de dios
Hezbollah el partido de dios
Bernardo Rodríguez Mayorga
Outsourcing vs. Hiring Your Own Team
Outsourcing vs. Hiring Your Own Team
Lean Startup Co.
Foundations of Grammar 20: What is a relative clause?
Foundations of Grammar 20: What is a relative clause?
HUSS-Elearning
нац характер
нац характер
Lyudmila Osinovskaya
Foundations of Grammar 4: What is conjugation?
Foundations of Grammar 4: What is conjugation?
HUSS-Elearning
The verb
The verb
Lyudmila Osinovskaya
Constructions with verbals
Constructions with verbals
Lyudmila Osinovskaya
Destacado
(12)
Infografia
Infografia
1113
1113
3g شيكة
3g شيكة
Yrityssalo - Tuulta purjeisiin Salossa
Yrityssalo - Tuulta purjeisiin Salossa
Aina Group, sijoittajanäkökulma 2011
Aina Group, sijoittajanäkökulma 2011
Hezbollah el partido de dios
Hezbollah el partido de dios
Outsourcing vs. Hiring Your Own Team
Outsourcing vs. Hiring Your Own Team
Foundations of Grammar 20: What is a relative clause?
Foundations of Grammar 20: What is a relative clause?
нац характер
нац характер
Foundations of Grammar 4: What is conjugation?
Foundations of Grammar 4: What is conjugation?
The verb
The verb
Constructions with verbals
Constructions with verbals
Similar a Trusted Business Advisor
Strategic audit hp
Strategic audit hp
Fabiha Juveria
Innovative Procurement Strategies for Thriving in a Networked Economy
Innovative Procurement Strategies for Thriving in a Networked Economy
SAP Ariba
brick+river+messaging+guide.pdf
brick+river+messaging+guide.pdf
GordonShumway5
Effectiveness in sales incentive programs
Effectiveness in sales incentive programs
lemon-sales.com
CI Top Trends Deck
CI Top Trends Deck
quaero
Strategy mgm
Strategy mgm
Anusha Adhikar
Taking your reference program global
Taking your reference program global
carolineatmetia
LYFT
LYFT
Daniel Weinfurter
Channel Transformation & The Role of Incentives
Channel Transformation & The Role of Incentives
360insights
A Stress-free Guide to Mergers Acquisitions and Divestitures.pdf
A Stress-free Guide to Mergers Acquisitions and Divestitures.pdf
eprentise
Why, When and How Do I Start a Digital Transformation?
Why, When and How Do I Start a Digital Transformation?
Acquia
Implementing your own Account Planning Methodology Featuring SiriusDecisions
Implementing your own Account Planning Methodology Featuring SiriusDecisions
Revegy, Inc.
Contracting Services | WNS Denali
Contracting Services | WNS Denali
SheetalSharma899215
Selling Solutions Using a Compelling Value Proposition
Selling Solutions Using a Compelling Value Proposition
CompTIA
Entrepreneur 4: Business Strategies & Rapid Growth Strategies
Entrepreneur 4: Business Strategies & Rapid Growth Strategies
Bernard Leong
Ch2 op.str & comp.
Ch2 op.str & comp.
Abhilash Babu
End-of-Term Strategy: Unlocking Hidden Deal Value
End-of-Term Strategy: Unlocking Hidden Deal Value
Everest Group
ICON_IMJ conference2012 chapter2_マーケティング投資配分最適化
ICON_IMJ conference2012 chapter2_マーケティング投資配分最適化
IMJ Corporation
Tqm ch 04
Tqm ch 04
Pimsat University
Collaboration in manufacturing value chain
Collaboration in manufacturing value chain
Happiest Minds Technologies
Similar a Trusted Business Advisor
(20)
Strategic audit hp
Strategic audit hp
Innovative Procurement Strategies for Thriving in a Networked Economy
Innovative Procurement Strategies for Thriving in a Networked Economy
brick+river+messaging+guide.pdf
brick+river+messaging+guide.pdf
Effectiveness in sales incentive programs
Effectiveness in sales incentive programs
CI Top Trends Deck
CI Top Trends Deck
Strategy mgm
Strategy mgm
Taking your reference program global
Taking your reference program global
LYFT
LYFT
Channel Transformation & The Role of Incentives
Channel Transformation & The Role of Incentives
A Stress-free Guide to Mergers Acquisitions and Divestitures.pdf
A Stress-free Guide to Mergers Acquisitions and Divestitures.pdf
Why, When and How Do I Start a Digital Transformation?
Why, When and How Do I Start a Digital Transformation?
Implementing your own Account Planning Methodology Featuring SiriusDecisions
Implementing your own Account Planning Methodology Featuring SiriusDecisions
Contracting Services | WNS Denali
Contracting Services | WNS Denali
Selling Solutions Using a Compelling Value Proposition
Selling Solutions Using a Compelling Value Proposition
Entrepreneur 4: Business Strategies & Rapid Growth Strategies
Entrepreneur 4: Business Strategies & Rapid Growth Strategies
Ch2 op.str & comp.
Ch2 op.str & comp.
End-of-Term Strategy: Unlocking Hidden Deal Value
End-of-Term Strategy: Unlocking Hidden Deal Value
ICON_IMJ conference2012 chapter2_マーケティング投資配分最適化
ICON_IMJ conference2012 chapter2_マーケティング投資配分最適化
Tqm ch 04
Tqm ch 04
Collaboration in manufacturing value chain
Collaboration in manufacturing value chain
Más de Global Partners Inc.
Unleashing the Revenue Generating Power of Your Field Services Workforce
Unleashing the Revenue Generating Power of Your Field Services Workforce
Global Partners Inc.
Total Customer Focus: Changing customer relationships where it matters most
Total Customer Focus: Changing customer relationships where it matters most
Global Partners Inc.
Selling and Negotiating an Optimal Value Price
Selling and Negotiating an Optimal Value Price
Global Partners Inc.
How to Create Value and Achieve Trusted Business Partnerships
How to Create Value and Achieve Trusted Business Partnerships
Global Partners Inc.
Unleashing the Revenue Generating Power of Your Field Services Workforce
Unleashing the Revenue Generating Power of Your Field Services Workforce
Global Partners Inc.
How to win big deals
How to win big deals
Global Partners Inc.
How to make training stick
How to make training stick
Global Partners Inc.
10-Step Strategic Account Alignment Process
10-Step Strategic Account Alignment Process
Global Partners Inc.
Value Pricing - Getting the Price you Deserve
Value Pricing - Getting the Price you Deserve
Global Partners Inc.
Six Sigma for Global Sales
Six Sigma for Global Sales
Global Partners Inc.
Developing Leaders for Global Success
Developing Leaders for Global Success
Global Partners Inc.
Balancing Business and Science
Balancing Business and Science
Global Partners Inc.
Más de Global Partners Inc.
(12)
Unleashing the Revenue Generating Power of Your Field Services Workforce
Unleashing the Revenue Generating Power of Your Field Services Workforce
Total Customer Focus: Changing customer relationships where it matters most
Total Customer Focus: Changing customer relationships where it matters most
Selling and Negotiating an Optimal Value Price
Selling and Negotiating an Optimal Value Price
How to Create Value and Achieve Trusted Business Partnerships
How to Create Value and Achieve Trusted Business Partnerships
Unleashing the Revenue Generating Power of Your Field Services Workforce
Unleashing the Revenue Generating Power of Your Field Services Workforce
How to win big deals
How to win big deals
How to make training stick
How to make training stick
10-Step Strategic Account Alignment Process
10-Step Strategic Account Alignment Process
Value Pricing - Getting the Price you Deserve
Value Pricing - Getting the Price you Deserve
Six Sigma for Global Sales
Six Sigma for Global Sales
Developing Leaders for Global Success
Developing Leaders for Global Success
Balancing Business and Science
Balancing Business and Science
Último
Uneak White's Personal Brand Exploration Presentation
Uneak White's Personal Brand Exploration Presentation
uneakwhite
Falcon Invoice Discounting: Aviate Your Cash Flow Challenges
Falcon Invoice Discounting: Aviate Your Cash Flow Challenges
hemanthkumar470700
Falcon Invoice Discounting: The best investment platform in india for investors
Falcon Invoice Discounting: The best investment platform in india for investors
Falcon Invoice Discounting
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwait
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwait
daisycvs
Getting Real with AI - Columbus DAW - May 2024 - Nick Woo from AlignAI
Getting Real with AI - Columbus DAW - May 2024 - Nick Woo from AlignAI
Tim Wilson
Mifty kit IN Salmiya (+918133066128) Abortion pills IN Salmiyah Cytotec pills
Mifty kit IN Salmiya (+918133066128) Abortion pills IN Salmiyah Cytotec pills
Abortion pills in Kuwait Cytotec pills in Kuwait
Rice Manufacturers in India | Shree Krishna Exports
Rice Manufacturers in India | Shree Krishna Exports
Shree Krishna Exports
Buy gmail accounts.pdf buy Old Gmail Accounts
Buy gmail accounts.pdf buy Old Gmail Accounts
Buy Verified Cash App Account
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
allensay1
Falcon Invoice Discounting: Empowering Your Business Growth
Falcon Invoice Discounting: Empowering Your Business Growth
Falcon investment
New 2024 Cannabis Edibles Investor Pitch Deck Template
New 2024 Cannabis Edibles Investor Pitch Deck Template
CannaBusinessPlans
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
Abortion pills in Kuwait Cytotec pills in Kuwait
HomeRoots Pitch Deck | Investor Insights | April 2024
HomeRoots Pitch Deck | Investor Insights | April 2024
Hector Del Castillo, CPM, CPMM
Falcon's Invoice Discounting: Your Path to Prosperity
Falcon's Invoice Discounting: Your Path to Prosperity
hemanthkumar470700
Organizational Transformation Lead with Culture
Organizational Transformation Lead with Culture
Seta Wicaksana
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
ssuserf63bd7
Falcon Invoice Discounting: Tailored Financial Wings
Falcon Invoice Discounting: Tailored Financial Wings
Falcon Invoice Discounting
Unveiling Falcon Invoice Discounting: Leading the Way as India's Premier Bill...
Unveiling Falcon Invoice Discounting: Leading the Way as India's Premier Bill...
Falcon Invoice Discounting
CROSS CULTURAL NEGOTIATION BY PANMISEM NS
CROSS CULTURAL NEGOTIATION BY PANMISEM NS
panmisemningshen123
Cracking the 'Career Pathing' Slideshare
Cracking the 'Career Pathing' Slideshare
Workforce Group
Último
(20)
Uneak White's Personal Brand Exploration Presentation
Uneak White's Personal Brand Exploration Presentation
Falcon Invoice Discounting: Aviate Your Cash Flow Challenges
Falcon Invoice Discounting: Aviate Your Cash Flow Challenges
Falcon Invoice Discounting: The best investment platform in india for investors
Falcon Invoice Discounting: The best investment platform in india for investors
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwait
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwait
Getting Real with AI - Columbus DAW - May 2024 - Nick Woo from AlignAI
Getting Real with AI - Columbus DAW - May 2024 - Nick Woo from AlignAI
Mifty kit IN Salmiya (+918133066128) Abortion pills IN Salmiyah Cytotec pills
Mifty kit IN Salmiya (+918133066128) Abortion pills IN Salmiyah Cytotec pills
Rice Manufacturers in India | Shree Krishna Exports
Rice Manufacturers in India | Shree Krishna Exports
Buy gmail accounts.pdf buy Old Gmail Accounts
Buy gmail accounts.pdf buy Old Gmail Accounts
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Falcon Invoice Discounting: Empowering Your Business Growth
Falcon Invoice Discounting: Empowering Your Business Growth
New 2024 Cannabis Edibles Investor Pitch Deck Template
New 2024 Cannabis Edibles Investor Pitch Deck Template
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
HomeRoots Pitch Deck | Investor Insights | April 2024
HomeRoots Pitch Deck | Investor Insights | April 2024
Falcon's Invoice Discounting: Your Path to Prosperity
Falcon's Invoice Discounting: Your Path to Prosperity
Organizational Transformation Lead with Culture
Organizational Transformation Lead with Culture
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
Falcon Invoice Discounting: Tailored Financial Wings
Falcon Invoice Discounting: Tailored Financial Wings
Unveiling Falcon Invoice Discounting: Leading the Way as India's Premier Bill...
Unveiling Falcon Invoice Discounting: Leading the Way as India's Premier Bill...
CROSS CULTURAL NEGOTIATION BY PANMISEM NS
CROSS CULTURAL NEGOTIATION BY PANMISEM NS
Cracking the 'Career Pathing' Slideshare
Cracking the 'Career Pathing' Slideshare
Trusted Business Advisor
1.
As Key Customers
Change, How Are You Changing With Them? Key Factors for Successful Sales Force Transformation May 25, 2010
2.
Presenters
Greg Nesbitt, Vice President, at Philips Healthcare Paul Hesselschwerdt, President at Global Partners Michael Wolf, Director at Global Partners Copyright © 2011. Global Partners, Inc. All Rights Reserved. www.globalpartnersinc.com 2
3.
Today's Agenda • Changes
in customers' decision process and expectations for key suppliers; • Product Sale to Solution Sale to Trusted Business Advisor; • Transforming the Sales and Marketing Organizations, Challenges, Approaches and Critical Success Factors; • Is your Organization ready? Making the case for change Copyright © 2011. Global Partners, Inc. All Rights Reserved. www.globalpartnersinc.com 3
4.
Future Focus Research
Selling and Account Management in the New Global Economy 1. Customer Buying Process is longer, more strategic and financially- driven, more complex and involves new decision-makers and influencers; 2. Roles and Relationships between Account Managers and Customers are changing significantly; 3. Value Selling and Solution Selling are no longer sufficient to differentiate suppliers' offers, win profitable business and maintain long-term relationships as a strategic supplier; 4. New behaviors for Account Managers that require significantly greater business acumen capabilities; 5. Managing the transition while keeping the existing business running Copyright © 2011. Global Partners, Inc. All Rights Reserved. www.globalpartnersinc.com 4
5.
The 'New Normal'
Customer Decision Process Meeting Stated Customer Existing Solution Options: Requirements: Product/Solution Decision Which products, services Which solution and supplier Maker and suppliers are meets the requirements available to meet my and offers the best deal? What new technology, requirements? equipment, capabilities, resources do I need to acquire? Assessment Concept Proposal Selection Addressing Strategic Requirements Creatively: Broader set of Options Which supplier puts Strategic Decision Maker What is the best together a complete combination of solutions, program that addresses What do I need to drive services, pricing and the strategic need while more market share, grow funding that optimizes my optimizing my use of profitable revenue, financial resources and financial resources? increase Operating Profit addresses strategic needs? and cash Flow? Copyright © 2011. Global Partners, Inc. All Rights Reserved. www.globalpartnersinc.com 5
6.
Dow ad th Rest of T D wnloa he R This Prese tion enta n http://w h www.g globalp partner rsinc.co om/business‐ ‐ ac cumen‐ ealthcare/ ‐for‐he