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Digital and content marketing for the logistics and supply chain industries
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Digital and content marketing for the logistics and supply chain industries
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How to manage when the classic 80/20 rule applies

November 5, 2013 0 comments

Companies within the logistics and supply chain industries are often built around a small number of clients because these clients generate 80 percent (or more) of revenue – The Pareto Principle aka the 80/20 rule.  Some companies choose not to openly acknowledge this reality; I believe this is done at their peril.  Rather than ignore

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7 things to consider when choosing the right outsource partner

October 22, 2013 0 comments

Within the logistics and supply chain industries, the key to providing your client with an end to end valuable offering is providing the core value yourself and outsourcing the rest.  Finding the right outsource partner is critical to success. Here are seven things you need to consider when choosing a new outsource partner.  1.      Culture

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How to Manage Clients Out

July 30, 2013 0 comments

Earlier this month I wrote a post for EBN about how to manage your company and clients when the classic 80/20 rule applies.  That is, when a small number clients generate 80 percent (or more) of your revenue.  In the post, I made the recommendation to manage clients who are not a good fit with

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What to do when your company makes a mistake

June 25, 2012 0 comments

It can happen to good companies as well as weak ones. Your organization makes a “relationship defining” mistake with a new customer or even worse, one of your best customers. How do you handle it? On a recent client engagement where we were retained to increase sales force effectiveness, we got to see firsthand our client

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Always Trust But Verify Your Critical Business Data

January 30, 2012 0 comments

I was recently involved with a client’s business planning process for 2012 through 2014. You know the one, the typical 2 year process where after the first 12 months of forecasting, the data really starts to get fuzzy. When I asked my client why they were so confident about the first 12 months and so ambiguous about

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