How to make ecosystems work for those selling business services
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.
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....