Key Account Management for executives: a wellspring of resilience in times of crisis
Publié le 29 June 2021The unprecedented health crisis that we are experiencing has laid bare many organizations’ fragility. Executives are realizing the pressing need to strengthen the resilience of their business. The central principle of Key Account Management is closer cooperation between strategic customers and every aspect of their environment. As such, it is very clearly a potential solution to this new situation. It’s a bulwark against the crisis. NECESSARY TRANSFORMATIONS The overwhelming majority of executives believe that there will be a slow recovery, and that exiting the crisis will require new practices vis-a-vis employees as well as partners and customers. These conditions demand adjustments to how companies work with customers and their ecosystem. […]
International negotiation
Publié leWhen we think of international negotiations, we tend to think of the cultural differences between peoples or “national” cultures. Limiting yourself to that aspect neglects the role of personal culture, gender, education, lived experience, regionalism—and the weather! A good negotiator is attentive to these differences but does not use them as their sole frame of difference, which could lead to an egregious error. We should note that these differences are fading with the rise of globalization, and expatriation, along with internationalized management and educational methods. We are still able to identify a few criteria related to cultural phenomena and assess their influence on how negotiations are conducted. The goal is […]
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