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Page 62 of 62

Giant Companies, Small Details: 3M and IBM Co-Creating Value at All Levels

It’s a story of two giants – 3M and IBM – working together to chase the elusive business unicorn that is the win/win partnership. By paying attention to small details, both companies succeeded and along the way, 3M’s IBM account manager Jan Hildebrandt won the SAMA 2000 Account Performance AwardTM.

Author(s): Joseph P. Sperry, Ph.D. Partner, S4 Consulting

Publication Date: 9/1/2000

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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NAMToolbox

Author(s):

Publication Date: 10/1/1998

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Principals of JIT II Corporate Case Study

The presentations for this summary involved several JIT ("Just-in-Time") II case studies that incorporate the JIT II concept into national account management. The agenda for this study included the following customer-supplier presentations on how these relationships utilize JIT II: JIT II at Bose; The CL&D Graphics – SC Johnson Wax JIT II Partnership; Arthur Andersen: JIT II as a Best Practice; JIT II at IBM; and JIT II at Motorola: A Purchasing Perspective.

Author(s):

Publication Date: 8/15/1998

Resource Type: Presentation handout

Subject Tags: Partnering Process / Strategic Alliances;Supply Chain Management / Procurement;

Price: Non-Member - $50.00 | Individual Member - $0.00 | Corporate Member - $0.00

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The Trust Imperative

Trust is something no amount of money and resources can buy; therefore it is a source of competitive advantage available to any party willing to adopt the appropriate mindset. It is dependent on the culture and values of organizations and the vast web of individual relationships that make up these living, breathing systems. Alas, Trust being largely invisible, is often overlooked. But what we have learned — what this book will show — is that Trust is a critical component in any strategic alliance.

Author(s): Dow, Roger; Napolitano, Lisa; and Pusateri, Mike

Publication Date: 5/1/1998

Resource Type: Publication

Subject Tags: Business Case for Strategic Account Management;SAM 101 - The Basics for Starting a SAM Program;Partnering Process / Strategic Alliances;SAM 101 - The Basics for Starting a SAM Program;Skills & Competencies;Supply Chain Management / Procurement;

Price: Non-Member - $15.00 | Individual Member - $13.00 | Corporate Member - $10.00

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Nalco Chemical Corporate Case Study

The summary covers the main points of a case study presented by Nalco Chemical Company executives, supplying insights into the way Nalco’s business and corporate sales program operate. These various perspectives include: Strategic Middle Market Accounts; Alliances in the Chemical Process Industry; Corporate Engineering Sales; Alliances in the Paper Industry; The Perspective of the Internal Customer; and Global Accounts.

Author(s):

Publication Date: 2/1/1998

Resource Type: Presentation handout

Subject Tags: Account Planning;Account Selection, Segmentation, and Portfolio Management;Global Account Programs;SAM 101 - The Basics for Starting a SAM Program;Organizational Structure;SAM Program Case Studies;

Price: Non-Member - $50.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Unlocking Profits

Unlocking Profits is an introduction to key account management with individual chapters authored by selected academics, journalists, and senior company executives. Understand the circumstances and strategies surrounding dramatic implementation of a key account program at Kodak, Procter & Gamble, UPS & Boise Cascade. This is provocative testimony intended as a thought-starter—an attempt by SAMA to engage a wider audience in the dialogue on customer-supplier partnering in global business.

Author(s): Conlon, Ginger; Napolitano, Lisa; and Pusateri, Mike

Publication Date: 5/1/1997

Resource Type: Publication

Subject Tags: National / Regional Account Programs;SAM Program Case Studies;Skills & Competencies;Training & Professional Development

Price: Non-Member - $15.00 | Individual Member - $13.00 | Corporate Member - $10.00

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President s Message

Author(s): Nordloh, John H.

Publication Date: 10/1/1993

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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1993 NAMA Annual Conference Special Report: World Class Partnering

Author(s):

Publication Date: 10/1/1993

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Food For Thought

Author(s):

Publication Date: 10/1/1993

Resource Type: Velocity Magazine

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Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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President s Message

Author(s): Burnap, Herbert F.

Publication Date: 2/1/1993

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Customers: The Missing Ingredient in TQM?

Author(s): Anthony, Jim

Publication Date: 2/1/1993

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Ongoing National Account Segmentation and Selection

Author(s): Pieper, Susan

Publication Date: 2/1/1993

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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Food For Thought

Author(s):

Publication Date: 2/1/1993

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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SAMA Best Practice - Techniques for successful distributor relationships

In the area of National Account Management, distribution strategies can easily be forgotten.  Out main activities are focusing in on the customer needs (and obviously getting orders), while spending an obscene amount of time continuously selling the benefits and political positioning internally to our companies.  A key ingredient that we all sometimes overlook is channel options and strategies.  The issue of whether to sell direct, through OEMs/integrators, or through distributing remains as an option in many businesses.

Author(s):

Publication Date: 12/1/1990

Resource Type: Velocity Magazine

Subject Tags:

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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On-Demand Webinar: Values-Based Leadership

Hans Hickler talks about his perspectives on leadership of tomorrow, specifically the importance of values-based leadership and the importance of social profit in business planning and leaders taking ownership of becoming change-makers. Understanding this will become increasingly important to sales organizations who, as trusted advisors, are helping their customers find competitiveness in the marketplace. Strategic thinkers will grasp the significance of stories Hans will tell that demonstrate how shared customer-supplier values can lead to differentiated and collaborative solutions, and even profitable co-investments having clear social benefits and accomplishments

Author(s): Hans Hickler

Publication Date:

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

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On-Demand Webinar: Negotiating with procurement

This interactive webinar will introduce negotiation advice for dealing with the many challenges sales professionals face when negotiating with procurement. An overview of a systematic framework for improving customer negotiation results and building better customer relationships will be shared. Topics will include: Highlights of global research on customer-supplier negotiation How to assess and understand the goals, constraints and negotiation strategies of sourcing and procurement counterparts How to uncover, develop and constructively employ multiple sources of negotiation leverage How to diagnose and effectively respond to difficult tactics from negotiation counterparts in procurement

Author(s):

Publication Date:

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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On-Demand Webinar: The power of collaborative coaching: developing the skill...

Shakeel Bharmal, president (Canada) and director of consulting services at The Summit Group, will discuss strategic account manager competencies and a framework to evaluate skill set and mindset and how each set differs. He will also address coaching SAMs with various developmental needs and follow-up coaching. Rod Ribeiro, manager of national accounts at Purolator Inc. who has seven SAMs reporting to him, will share his perspective on coaching's importance, how he coaches "in the moment" in addition to formal coaching sessions and how to use questions to gain a SAM's buy-in. Bharmal and Ribeiro encourage webinar attendees to share their own questions and experiences.

Author(s):

Publication Date:

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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On-Demand Webinar: Managing strategic accounts for rapid growth in China

Chaotic change is occurring in the business world for major corporations in the United States, Europe and Australia. So as an executive or senior manager, you need to be able to make swift decisions that allow your company to adapt–and fast! We need bold, decisive action to deal with the issues of our day. We have entered a new phase, what Stephen Kozicki calls the Era of Rapid Adaptability®. This means we must make decisions quicker than before, balancing our intuitive self (a gut feeling) with a more robust analysis of data. Fear and uncertainty have taken hold in boardrooms across the globe. Senior executives talk about growth and search for the holy grail within new accounts. Clearly not enough people focus on growth at current top accounts. Too much money is spent on attracting business instead of growing strategic accounts. In the field of strategic account management, customers have become more sophisticated with buying strategies. Therefore adapting approaches for each customer is important and even more critical when managing Asian strategic accounts. That is because customers in Asia are often not global in nature. Rather they are location-specific and thus frequently require a unique, well-considered method. The webinar's focus will be on doing business in China. This demands a disciplined, location-specific approach built into your management practices and processes. Stephen will present a case study of The Morgan Crucible Co. plc, a $2 billion company doing business in China, in addition to drawing on his experience working in Asia with companies such as IBM Corp., Procter & Gamble Co. and 3M. As a bonus registrants will receive his recent article published in Velocity magazine, "Two negotiating elements: avoiding old China's risks and seizing new China's opportunities." You will learn: How to develop better strategic relationships in China Why global executives should understand China's five-year plan Key challenges in China To apply the case study to your account framework

Author(s):

Publication Date:

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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On-Demand Webinar: A Systematic Approach to Successful Negotiations

This webinar is based on a real negotiation and requires participant interaction. SNI's systematic approach to negotiations is made up of 3 Ps: Prepare, Probe, and Propose. This webinar serves as an introduction to the first and second Ps. Following the webinar, participants will take away a habit and tool to prepare more effectively and ask better questions in order to uncover the other side's needs. Ultimately, this allows participants to increase the likelihood of coming up with solutions that maximize their share while satisfying the other side - WIN-win deals.

Author(s): Todd Lenhart - President, Shapiro Negotiations; Jeff Cochron - Master Negotiator/Facilitator, Shapiro Negotiations

Publication Date:

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

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Page 62 of 62