Posts Tagged ‘Team dynamic’

22
Mar
SAMA Pan-European Conference 2015 Soundbites

The SAMA Pan-European 2015 Conference took place in Berlin from March 16th to the 18th. Many aspects of implementing and driving Key/Strategic Account Management in companies of all size and from every sectors have been discussed during the event. Although it is impossible to capture the richness and variety of the experience sharing, the truly key ideas can be summarized as follows. The success of

03
Dec
GAM reloaded #6: Core processes for a strong programme

This is the sixth post of our GAM Reloaded™, series Post 1: Introducing GAM Reloaded - Post 2: Typology of International Clients Post 3: Strategic options on International Accounts - Post 4: Building support for the programme Post 5:Client segmentation, a pre-requisite to GAM In this sixth post we explore which core processes are required to put in place a solid KAM/GAM Programme. A modern and agile programme,

01
Nov
GAM Reloaded #5 : Client Segmentation, a prerequisite to GAM

This is the fifth post of our GAM Reloaded™, series Post 1: Introducing GAM Reloaded Post 2: Typology of International Clients Post 3: Strategic options on International Accounts Post 4: Building support for the programme In this fifth post, we explore why building a Client Segmentation – and doing it in a collaborative manner – paves the ways to a better management of all clients. Important reminder, in this blog series

05
Oct
GAM Reloaded #4: Generating support for the programme

This is the fourth post of our GAM Reloaded™, series Post 1: Introducing GAM Reloaded Post 2: Typology of International Clients Post 3: Strategic options on International Accounts In this post, we move closer to the real work – design and implementation – looking at how to generate support for a KAM/GAM programme within the organization. Use dialogue and be as transparent as possible Designing, implementing or simply

27
Aug
GAM Reloaded – part 2: Types of International Clients

This is the second post of our GAM Reloaded™ series In our first post, we introduced GAM Reloaded and presented the goals of this series. In this post, we will look at the growth potential with Global and International Accounts and try to define a simple typology of Clients. International Accounts: a serious business opportunity for global SMBs Many Small and Medium-size businesses (SMBs) and large corporations accelerate

27
Aug
Introducing the GAM Reloaded post series

This post is the introduction of a series of post bearing the title GAM reloaded™ . Our goal: another view on GAM and international development A first goal is to present a general approach that can help senior executive of international Small and Medium–size Businesses elaborate strategies and tactics to better drive profitable growth with international clients and make their business more resilient to crisis. A second goal is to

22
Oct

Global versus International SMBs

A few weeks ago, I was part of a team facilitating an informal discussion on what it means to be a global company and a multicultural manager (I will come back on the later in future posts). We raised the question of what differentiates a global company from an international company. Not surprisingly, a consensus rapidly appeared that being global means sharing resources and initiatives across borders. Of course the example of large corporations creating shared services centres in countries

05
Sep

Welcome to the Olivier Riviere Consulting Blog, a new blog on Marketing and Key Account Management! Is this about one more blog talking about how consumers are different, about going Digital, Web 2.0, with may be a pinch of Enterprise 2.0 and Change Management? Well not really. My intentions are quite different; • First, this blog will focus on B2B • Second, this blog will focus on the management of marketing and of global sales, not so much on the specifics of the utilization