This webinar will expose strategic account management professionals
to contemporary thinking and best practices to help them deal with
strategic sourcing counterparts who have become increasigly sophisticated,
demanding and empowered -- all against the backdrop of the global
COVID-19 pandemic .
We will discuss strategic and tactical buy- and sell-side issues,
including:
• Dealing with strategic sourcing initiatives
• Adding value when not face-to-face with customers
• Being strategic when focus is on short-term
transactions
• Addressing cashflow concerns
We will also discuss how we sell/do business in a crisis, answering
questions like:
• Where should we place our focus?
• How do we engage strategic sourcing customers?
• How should we contact our prospects?
• How do I close deals?
• How will we minimize business disruptions?
Senior Partner, Gibson Consulting
• Over 25 years in senior leadership positions at major management consulting firms and corporations such as A.T. Kearney, Gemini, BP Amoco and Procter & Gamble.
• Led numerous sales & marketing projects to redesign client sales organizations and increase margin and profitability of sales
• Directed strategy and sales & marketing projects that increased aggregate client revenues in excess of $4 billion
Senior Partner, Gibson Consulting
Patrick has 25+ years experience providing hands-on training to clients in implementing well-defined and disciplined sourcing methodologies that are synchronized across the enterprise. These methodologies have produced tremendous economic and operational benefits through cost-reduction programs and productivity & process improvements. They have expanded reach to Global Markets (LCCS) and the creation of an effective Organizational Design to execute and maintain negotiated alliances. The net results have consistently yielded significant annual cost savings and forged strong supplier relationships that have created enhanced operational services and reduced administrative cost.