Almost half of Irish business leaders would be willing to engage in potentially unethical actions to meet financial targets, according to a recent survey by EY. This startling statistic is consistent with another, perhaps less surprising, finding from a survey Read More…
Posted in: Leadership, Strategy, Uncategorized
Most suppliers are dispensable. This is because it is not the seller’s competitive advantage that matters, but their ability to impact on the success of the customer’s business. The seller’s ultimate goal in respect of key accounts is to become Read More…
Posted in: Uncategorized
Frances Ruane served as Director of the ESRI from 2006 to 2015. She previously taught in the Dept of Economics at TCD, and earlier in her career she work at Queens University in Canada and at the Central Bank of Read More…
Posted in: Uncategorized
The customer experience (CX) has become the new corporate battleground as organisations try to differentiate themselves from their competitors, increase profits and achieve a long term sustainable competitive advantage. Copyright SBP2016 There is no question that today’s customers are more Read More…
Posted in: Uncategorized
When I ask the question how data driven is your organisation, I invariably get back a positive answer because of course everybody uses data in their work. However, if I ask the question do you treat data as an asset, Read More…
Posted in: Innovation, Strategy, Trends & Technology, Uncategorized
Sydney Finkelstein is the Steven Roth Professor of Management and Director of the Center for Leadership at the Tuck School of Business at Dartmouth College, where he teaches courses on Leadership and Strategy. He is also the Faculty Director of Read More…
Posted in: Six word wisdom, Uncategorized
Customer accounts must be developed not just managed. Occasional internal account reviews and customer questionnaires are not enough to stop your competitors poaching your customers. Indeed, the best account management in the world won’t be enough to keep and grow Read More…
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Previously a lecturer in Psychology at Pembroke College, Oxford, he has been Professor of Psychology at University College London since 1992. He has lectured widely abroad and held scholarships and visiting professorships at, amongst others, the University of New South Read More…
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Economic growth expectations have been revised sharply downwards since the UK voted to exit the European Union. The asset manager Fulcrum has revised its 2017 British growth forecast down by 1.7% and for the eurozone down by 0.6% of GDP. Read More…
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Social selling is not a mysterious “snake oil” that one needs to be wary of. It is also not a magic bullet that instantly erases obstacles in the sales cycle. Instead it is a knowable, repeatable process that requires investment, Read More…
Posted in: Marketing, Uncategorized