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Quick Takes: Execution Is a People Problem, Not a Strategy Problem

While it’s difficult to come up with a smart strategy, it's exponentially harder to get people to execute on that strategy. The main problem is not a lack of strategic thinking but a lack of strategic action.

Author(s): Peter Bregman - hbr.org Jan. 4, 2017

Publication Date: 6/1/2017

Resource Type: Velocity magazine

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Quick Takes: Unearthing the Hidden Treasure of Procurement

Recent research by Bain & Company makes a case for procurement to both buy better through streamlining suppliers and to spend better through focusing not just on cost.

Author(s): David Schannon, Sam Thakarar, Klaus Neuhaus and Raymond Tsang, Bain Brief, October 12, 2016

Publication Date: 6/1/2017

Resource Type: Velocity magazine

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Quick Takes: What So Many Strategists Get Wrong About Digital Disruption

The author cautions on four common misconceptions about how digital disruption will happen.

Author(s): Freek Vermeulen, hbr.org, Jan. 3, 2017

Publication Date: 6/1/2017

Resource Type: Velocity magazine

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Quick Takes: 10 Principles of Customer Strategy, Three Ways to Beat Industry Disrupters at their Own Game, How Acting Like a Politician Can Help You Win More Clients

Author(s): Editor

Publication Date: 1/31/2017

Resource Type: Velocity magazine

Subject Tags: General Business Issues

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Quick Takes

Author(s): Editors

Publication Date: 9/17/2016

Resource Type: Velocity Magazine

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Quick Takes

Author(s): Editors

Publication Date: 5/13/2016

Resource Type: Velocity Magazine

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Quick Takes

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Publication Date: 2/2/2016

Resource Type: Velocity magazine

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Quick Takes

Author(s): Editors

Publication Date: 10/14/2015

Resource Type: Velocity Magazine

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Quick Takes

Author(s): Nicolas Zimmerman, SAMA

Publication Date: 4/28/2015

Resource Type: Velocity Magazine

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Quick Takes

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Publication Date: 1/8/2015

Resource Type: Velocity Magazine

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Quick Takes

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Publication Date: 10/1/2014

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Quick Takes

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Publication Date: 5/23/2014

Resource Type: Velocity Magazine

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Quick Takes

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Publication Date: 1/9/2014

Resource Type: Velocity Magazine

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Velocity® Issue 3, 2013 (cover: Where will your next great insight come from?)

In this issue: Editor's Corner; Quick Takes; Data Watch; The stick is mightier than the carrot (Strategic Reflections); Presenting a unified voice to your global customers; SAMA's 49th Annual Conference highlights; How customer-centric are you?; A customer-focused approach; Strategic account management's role in the value-modeling process; Progress in supplier relationship management; Strategic account management programs save and restore customer relationships; Strategic account manager compensation: Striking the right plan balance is critical in an increasingly competitive talent war; New information technologies: friends or enemies of today's global executives?; More than the sum of your parts: creating customer value at a global enterprise that has multiple business units--Part 1 of an interview with Chief Commercial Officer William F. Meahl of DHL; Compass Group PLC: tasting the success of co-created customer value--Part 1; Solution Business: Building a Platform for Organic Growth (Book Review); Event Calendar

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Publication Date: 9/30/2013

Resource Type: Velocity Magazine

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Quick Takes Issue 3, 2013

This regular column includes reviews of timely, relevant articles in the strategic account management arena: Robert S. Kaplan, "Top executives need feedback--here's how they can get it," McKinsey Quarterly, September 2011, www.mckinsey.com/insights; "Management tip of the day: three ways to tighten your writing," Harvard Business Review, Sept. 1, 2011, http://hbr.org; "Make a great impression on customers," Selling Power Sales Management Digest, Sept. 6, 2011, www.sellingpower.com; Donald Sull, "Ten clues to opportunity," strategy+business, Aug. 23, 2011, www.strategy-business.com

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Publication Date: 9/30/2013

Resource Type: Velocity Magazine

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Velocity® Issue 2, 2013 (cover: Creating unique value)

In this issue: Editor's Corner; Quick Takes; Data Watch; How to recover well in business-to-business (Strategic Reflections); Strategic account managers must measure twice, cut once; Using financial insight to drive value selling; Key vs. strategic account: a strategic orientation issue; Sales and procurement: sharing the spoils or spoiling the share?; The keys to effective strategic account planning: Key 6--align the supplier's objectives with the customer's; Value pricing when you understand your customers: total cost of ownership--past, present and future; Event Calendar

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Publication Date: 5/21/2013

Resource Type: Velocity Magazine

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Quick Takes - Issue 2, 2013

This regular column includes reviews of timely, relevant articles in the strategic account management arena: "The challenge -- and opportunity -- of 'big data,'" McKinsey Quarterly, May 2011, www.mckinseyquarterly.com; Richard Holman and Barry Jaruzelski, "The three paths to open innovation," strategy+business, May 23, 2011, www.strategy-business.com; "Building brands in business-to-business," Blue Canyon Partners Inc., June 16, 2011, www.bluecanyonpartners.com; "Management tip of the day: three steps to choosing what to delegate," Harvard Business Review, May 9, 2011, http://hbr.org

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Publication Date: 5/21/2013

Resource Type: Velocity Magazine

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Velocity® Issue 1, 2013 (cover: What price value?)

In this issue: Editor's Corner; Quick Takes; Data Watch; The importance of strategic account management will not stop growing (Strategic Reflections); Balancing profitable growth and risk management in 2013 through world-class strategic account management--and why strategic accounts are the real future assets of business enterprises; Pan-European Conference preview with Paul Castonguay; The end of solution selling?; Reframing procurement's strategies, priorities and deliverables: the value of value in supplier relationships; Recent innovations in strategic account management; Optimal pricing models at business-to-business organizations; Organizational transformation at Emerson Process Management: Part 2 of an interview on 2012's program of the year; Event Calendar

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Publication Date: 1/7/2013

Resource Type: Velocity Magazine

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Quick Takes (winter 2013 edition)

This regular column includes reviews of timely, relevant articles in the strategic account management arena: Chris Bradley, Martin Hirt and Sven Smit, "Have you tested your strategy lately?" McKinsey Quarterly, January 2011, www.mckinseyquarterly.com; "Management tip of the day: four steps to getting unstuck," Harvard Business Publishing, Jan. 3, 2011, http://hbr.org

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Publication Date: 1/7/2013

Resource Type: Velocity Magazine

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Velocity ® Issue 3, 2012 (cover: Organizational transformation at Emerson Process Management--SAMA's program of the year)

In this issue: Editor's Corner; Quick Takes; Data Watch; The last competitive advantage (Strategic Reflections); How strategic account managers can help customers grow in China (and: Coaching is key); Highlights from SAMA's 48th Annual Conference; Sustainability at Siemens: a driver of success; Engaging the C-suite; Translating documents and presentations for international audiences; How human resources and sales can work together to forecast organizational needs; Event Calendar; The keys to effective strategic account planning: Key 5--Integrate and balance the account and opportunity planning processes; How the best become better: seven transformative questions for strategic account management--Part 2; Strategic account management's importance; Mature literature for a mature profession; Key account management research: its state and focus areas; Where is global account management headed?; Organizational transformation at Emerson Process Management: Part 1 of an interview on 2012's program of the year; Sales Eats First (Book Review)

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Publication Date: 9/9/2012

Resource Type: Velocity Magazine

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Quick Takes - Issue 3 & 4, 2012

This regular column includes reviews of timely, relevant articles in the strategic account management arena: Eric Matson and Laurence Prusak, "Boosting the productivity of knowledge workers," McKinsey Quarterly, September 2010, www.mckinseyquarterly.com; Tony Schwartz, "Six ways to supercharge your productivity," Harvard Business Review Blog Network, Sept. 7, 2010, http://blogs.hbr.org

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Publication Date: 9/9/2012

Resource Type: Velocity Magazine

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Velocity® Issue 2, 2012 (cover: How strategic account management can support professional services firms)

In this issue: Editor's Corner; Quick Takes; Data Watch; SAMA's Annual Conference experience: Knowledge sharing is the key to personal and business development (Strategic Reflections); Event Calendar; The fundamental differences among sales, strategic selling and strategic account management; The strategic account manager as a change agent: Converging forces are transforming how SAMs should structure, manage, communicate and lead in a new model of service delivery; Improving performance in corporate negotiation: a benchmarking study of the world's largest organizations; The value road map: Part 4--creating sustainable value; How the best get better: seven transformative questions for strategic account management--Part 1; When your product is a service: making strategic account management possible in the service sector

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Publication Date: 5/6/2012

Resource Type: Velocity Magazine

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Quick Takes - Issue 2, 2012

This regular column includes reviews of timely, relevant articles in the strategic account management arena: Jean Martin and Conrad Schmidt, "How to keep your top talent," Harvard Business Review, May 2010, www.hbr.org; "Is your solution worth the full price?" Miller Heiman Inc.; Frank V. Cespedes, Elliot B. Ross and Benson P. Shapiro, "Raise your prices!" MIT Sloan Management Review, May 24, 2010, http://sloanreview.mit.edu

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Publication Date: 5/6/2012

Resource Type: Velocity Magazine

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Velocity® Issue 1, 2012 (cover: Rewriting the rules? SAM and procurement)

In this issue: Editor's Corner; Quick Takes; Data Watch; Managing your top customers for retention, growth and profitability (Strategic Reflections); Event Calendar; The purchasing manager is not your enemy; My customer's competitor is my ? ; Launching an executive sponsor program: three critical success factors; The keys to effective strategic account planning: Key 3--assess and strengthen the account's most strategic relationships; The keys to effective strategic account planning: Key 4--position and differentiate the supplier's unique value with the customer; Channeling strategic account management; Nalco: return on investment in negotiation

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Publication Date: 1/2/2012

Resource Type: Velocity Magazine

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Quick Takes: Issue 1, 2012

This regular column includes reviews of timely, relevant articles in the strategic account management arena: "Clues that tell you who can influence the sale," Miller Heiman Inc.; Anthony K. Tjan, "How to get to no," Harvard Business Review Blog Network, April 21, 2010, http://blogs.hbr.org; Dan Lovallo and Olivier Sibony, "Taking the bias out of meetings," McKinsey Quarterly, April 2010, www.mckinseyquarterly.com

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Publication Date: 1/2/2012

Resource Type: Velocity Magazine

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