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Value led relationships at MSD Animal Health
Ralph Baillie, Key Account Capability Leader at MSD Animal Health, talks about the difference between having a ‘customer focus’ and building true customer centricity in a B2B environment. With the...
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The Challenger Sale & KAM
Customers have changed how they buy and they value a great sales experience. Matt Kiel talks about how CEB wanted to identify what type of person could deliver that great sales experience. Their...
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Law Firm of the 21st Century
Julie Stobart explains how Eversheds noticed an appetite amongst its clients for change with regards to some of the traditional approaches taken within the legal industry and responded by...
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The Challenge of Change at NHS Direct
Owain Davies, Head of Digital Service Development, highlights that GPs spend two-thirds of their time with people who don’t actually need a GP; for example, they could just as effectively be seen by a...
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Leveraging your Brand with your Key Accounts
David Howie explains the importance of the Rolls-Royce brand as a key asset to open up new markets as well as to enable close working with existing key accounts. Rolls-Royce’s business model is based...
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Control of NPD portfolio range build activity in the fashion industry
Mark Baker, Head of Risk and Assurance at Pentland Brands talks to Professor Mike Bourne about the diversity of industries and academics involved in the Business Performance Roundtable – all exploring...
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Mindfulness as an approach to improving individual and team performance
Dr Jutta Tobias from the Centre for Business Performance at Cranfield University explains that employees feeling constantly overwhelmed and on show can lead to fragmentation within the organisation....
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Agility in Supply Chains
Prof Richard Wilding OBE talks to John Carr from Flextronics about how the business operates in a collaborative way with their customers in order to access information and data which enables them to...
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The VUCA World
Prof Richard Wilding OBE talks to James Lennon, Procter & Gamble about today’s VUCA World (Volatile, Unpredictable, Complex, Ambiguous World) and P&G’s strategy for improving dynamics using...
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Digital Marketing and KAM
Steve Kemish, Managing Director of Cyance Ltd explains how digital marketing is transforming the sales process in B2B. For complex sales, smart marketing can provide sales with valuable insights,...
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Developing Key Account Management Talent
Professor Graham Jones talks about high performing talent in the worlds of elite sport, military and business, highlighting the importance of creating the right environments for talent to thrive....
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Driving improved customer satisfaction at KC Communications
Amanda Woodard explains how ‘customer spectacles’ help improve customer experience and drive satisfaction at KC Communications – providers of telecommunications and IT services in the Hull and East...
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Understanding the World of Procurement and the mind of the Professional...
Rob Maguire, Partner at Maguire Izatt, offers his thoughts around the relationship between key account managers and procurement professionals and how businesses might improve performance. Cranfield...
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The Procurement Perspective: Why should I give you an hour of my time?
John Murphy, Procurement Director at Royal Mail Group plc talks about strategic relationships and what makes them successful from his perspective. Cranfield Key Account Management Best Practice...
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The Power of Brands: Storytelling, Purpose & Consistency
Ben Richards, Consulting Director at Radley Yeldar summarises his presentation about what brands do and how they can help to cut through and simplify huge amounts of information. Cranfield Key Account...
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The power of many at Liverpool Victoria
Daniel Connolly explains how Liverpool Victoria has been using peer to peer recommendations in the B2B space by integrating a review system across their product web pages. LV’s research has shown that...
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