olivierriviere-consulting.com
Ecosystem Analysis | Olivier Riviere Consulting
http://www.olivierriviere-consulting.com/b2b-mktg/ecosystem-analysis
Tanguy de La Horie. Building Marketing and Sales on a solid base. The crucial importance of the Ecosystem and of Influencers. In the business world of the 21st century, potential clients have very little time and a low tolerance for what they perceive as commercial conversations. Therefore, developing a superior understanding of how target groups look for information and take advice from trusted sources is absolutely strategic. We offer a proven methodology and toolset. Specific research on Influencers.
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Account Management | Olivier Riviere Consulting
http://www.olivierriviere-consulting.com/your-challenges/account-management
Tanguy de La Horie. Global) Account Management challenges. Challenges with local Account Management. Winning a Customer is only the beginning of the journey. Managing the relationship for the long term, generating loyalty and revenue growth requires a permanent effort. It also requires very specific skills and, preferably, a solid methodology. The usual challenges of Account Management are as follows:. Correctly assessing the potential of the Customer and allocating ressources accordingly. Services can h...
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KAM Skills Development | Olivier Riviere Consulting
http://www.olivierriviere-consulting.com/kamgam/skills-development
Tanguy de La Horie. Because KAM relies on People and Skills. The importance of Training, Coaching and Mentoring. The development of individual and collective skills is critical for the success of a KAM/GAM initiative. We support you with training, coaching and mentoring services as well as Change Management. As for all other elements of our KAM/GAM Reloaded Methodology, all services are fully customized to your needs. Engaging with all stakeholders. Training for supporting functions. Depending on the mat...
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Solution Selling | Olivier Riviere Consulting
http://www.olivierriviere-consulting.com/b2b-mktg/solution-selling
Tanguy de La Horie. Moving to a new way to Sell. Shifting your offering from Products to Solutions. In many industries, under the influence of new technologies and innovative players, business models are evolving. Very often, this means moving from a Product-focused offering to a Solution-focused offering. For most organisations, this evolution is a daunting challenge. OR Consulting helps you evaluate the consequences and build the adequate initiatives to drive this change successfully. Selling Solutions...
olivierriviere-consulting.com
KAM/GAM | Olivier Riviere Consulting
http://www.olivierriviere-consulting.com/kamgam
Tanguy de La Horie. Account Management for the 21st Century. Competing for now and for the future. Leading practitioners recognize that Key/Global Account Management is a key instrument to compete and to. More than a Sales Strategy, it is part of the Corporate Strategy and it is a Business Transformation. A well-performing Key or Global Account Programme has a lot of positive impact on the organisation. Our Why KAM? Presentation and our KAM White Paper for Executives. Key Account Management has evolved.
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KAM Resources | Olivier Riviere Consulting
http://www.olivierriviere-consulting.com/kamgam/kamgam-resources
Tanguy de La Horie. Useful information on KAM/GAM Reloaded. Download key resources on Key/Global Account Management. A presentation on the key business drivers for KAM and the type of services we offer. The SAMA Pan-European Conference 2015 Soundbites. A summary of the key ideas discussed at the Conference in Berlin on March 16-18 2015. A 2-pager on our KAM Reloaded Methodology. A 2-pager on our KAM Services Catalogue. Read the White Paper KAM is a Must Consider for Executives. 80337 Munich, GERMANY.
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Your Challenges | Olivier Riviere Consulting
http://www.olivierriviere-consulting.com/your-challenges/overview
Tanguy de La Horie. Are you satisfied with your Go to Market activities? Although most Top Managers won’t recognize it, few companies get their Client Management, Solution Selling and B2B Marketing really right. For most businesses of any size, performing in these two areas also represents a set of serious challenges. Usual Client Management challenges. Clearly identify the most strategic customers and allocate enough ressources to them. Cast the right balance between acquiring and developing customers.
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Service Overview | Olivier Riviere Consulting
http://www.olivierriviere-consulting.com/b2b-mktg/service-overview
Tanguy de La Horie. A systemic approach to B2B Marketing. Does your Marketing really compete? Enough with Marketing driven by a combination of traditional rituals and fancy new techniques! As preliminary steps to our marketing services we recommend the analysis of your business strategy, of your Business Ecosystem. And of your customer base. A comprehensive and coherent Service Offering. Audit of the Business Ecosystem, Strategy and Customer Base. Audit of the Marketing Organisation and Processes. Based ...
olivierriviere-consulting.com
Challenges | Olivier Riviere Consulting
http://www.olivierriviere-consulting.com/your-challenges
Tanguy de La Horie. Usual challenges with your Go to Market activities. Few companies get their Client Management, Solution Selling and overall B2B Marketing really right. For most businesses of any size, performing in these areas represents a set of serious challenges. Usual Customer Management challenges. Clearly identify the most strategic customers and allocate enough ressources to them. Cast the right balance between acquiring and developing customers. Usual B2B Marketing challenges. Like other busi...
