Knowledge Base, Mutual Value Principles, Professional Services, Sales and Major Accounts, Strategic Narrative
By Stuart Maister, Joint MD My recent article challenged the idea that becoming a Trusted Advisor was the best outcome with clients. I argued that we should instead aim to become Trusted Partners. After some reflection I wanted to add to this that many firms, in my...
Knowledge Base, landing2, Mutual Value Principles, Professional Services, Strategic Narrative
Salesforce CEO Marc Benioff recently said in a keynote: “we’re living in a world that’s experiencing a crisis of trust and it’s now incumbent on business to focus on building a ‘trusted enterprise'” ...
Infrastructure, Knowledge Base, Major Account Programme, Mutual Value Principles, Professional Services, Strategic Narrative
It takes courage to win-win By Kevin Vaughan-Smith Is Mutual Value just about being customer-focused? No: it’s much more, and one of the key attributes required is courage. Here’s why… Conviction that Mutual Value is a more powerful commercial model empowers us and...
