Building better business conversations with major accounts
This session looks at how to build better strategic partnerships with key accounts, moving away from transactional relationships.
Over the years many clients have told us the same thing: we end up simply bidding for projects, competing on price, gaming the scoring and struggling to differentiate. The result is seen in the bottom line: 2% net profits among the top 150 construction firms, a margin which would be unacceptable in other sectors. This presentation focuses on how vendors and buyers can engage differently, so that they are seen as true partners, trusted and consulted as part of a deeper relationship, and with a clear positioning for construction firms that differentiates them from other contractors. This enables your teams to co-create a narrative of the future with key accounts, bringing distinctive expertise into the mix and demonstrating integrity and good intent at every contact.