Is your senior team ever enough to win a pitch by themselves?
Over the last few weeks I’ve been working on a number of reviews of pitches and tenders that have been lost by agencies and professional services firms. There has been a common theme that has contributed to all of these, and that has been the…
Brands need a higher purpose [Trends 2015]
“Today consumers want meaning and value.” Everyone is looking for meaning and fulfilment. Today, consumers want meaning and value that go beyond products and services. Consumers have developed a buying conscience and seek brands that vindicate their purchasing decision. Everyone is looking for more fulfilment…
It’s what you don’t know that gets you fired
In this article, I want to introduce you to a new concept called Relationship Risk Management. The notion of Risk Management is a well-established business idea. Managing stakeholder relationship is not traditionally associated with risk management but in our view, it could be the biggest…
Building Strong Client-Agency Relationships
Judy Neer, CEO of the Pile Group, recently asked in AdAge why an industry founded on the principles of good communications is so reluctant to engage in regular professional assessment of its service relationships. Given her own search firm has the most to gain…
Supplier Relationship Management – A series of short discussions
Managing supplier relationships to manage risk How seriously does your organisation take supplier relationship management (SRM)? In some organisations, the management of supplier relationships is delegated to those who may be at the more junior end of the experience continuum and adopt a heavily…
It’s all about speed
When I first started in the agency business 90% of all meetings took place at the agency because clients had the time. Now RAM estimates that up to 80% of meetings take place at the client’s office. Clients and their suppliers are trying to squeeze…
What businesses can learn from Steven Spielberg
One of the most fundamental insights that we have gained in auditing relationships between clients and suppliers over the years is that businesses don’t have relationships with businesses – people have relationships with people. Years ago I went to a new business meeting at…
“We designed it ourselves” – Is this a good reason for doing the same thing again this year?
Good relationships between business partners have always mattered and will continue to do so. A few companies today even engage their clients in a review of the quality of their relationship. Tools used vary greatly. Some send out a questionnaire with every invoice and believe…
When is a supplier a partner?
Many service providers like to think of themselves as partners with their clients but all too often they’re self-deluded. In the client’s eyes, they are still suppliers. Why? Because the right to call yourself a partner is not something that comes the moment you win…
How To Identify Referral Champions For Your Business
Six years ago I received a referral to a private client who engaged my services and continues to do so to this day. On a regular basis the client will telephone and explain that there is someone they would like me to meet who could…