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Identifying the Return on Relationships (ROR)

Kevin Vaughan-Smith Joint Managing Director, Mutual Value Ltd. Very often, businesses know they have a problem with the performance of their sales team, and decide they need training. And very often they end up buying the wrong training and not spending enough on...

How to make ecosystems work for those selling business services

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By Stuart Maister, Joint MD, Mutual Value Ecosystems should be the foundation for much more ambitious outcomes from the relationships between buyers and sellers. But that’s only true if they are fully activated. This article looks at how to do this. As I set out in my...

Do the maths: how to gain a 20:1 Return on Relationship (ROR) – a working example.

Knowledge Base

Do the maths: how to achieve a 20:1 Return on Relationship (RoR) – a working example by Kevin Vaughan-Smith, Joint MD, Mutual Value Elgiva: a business services firm This example illustrates the value of the 20:1 challenge in the accompanying article....

Do the maths: how to gain a 20:1 Return on Relationship (RoR)

Knowledge Base

by Kevin Vaughan-Smith, Joint MD, Mutual Value There is a working model to accompany this article which can be accessed here. I was recently speaking to a client who was thinking about whether or not they should invest in improving the relationship building skills in...

Identifying the Return on Relationships (ROR)

How to make ecosystems work for those selling business services

Do the maths: how to gain a 20:1 Return on Relationship (ROR) – a working example.

Do the maths: how to gain a 20:1 Return on Relationship (RoR)

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