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Our Next Seminar - Friday 19th March 2010
Selling and Buying in challenging times
The Naked Truth
The Sales Training Association is honoured to present Professor Gary
Akehurst and Paula Gildert at its Seminar on Friday 19th March 2010 at
the Barcelo Hotel in Oxford. This will be a highly interactive session
where both sales and procurement perspectives of the challenges we
currently face will be presented and discussed with the opportunity to
hear and develop some new thinking!
The recent financial crisis and recession has been one of the biggest
and most dangerous upsets in living memory. The repercussions will
reverberate for years to come. When at the bottom of the business cycle
it is a good time to re-examine the way we do things – we need to
re-evaluate processes, systems, the way we negotiate and do business to
ensure that what we are doing is truly efficient, lean and cost
effective, and will secure, retain and grow business. We are not out of
the woods yet and we face a prolonged period of difficult trading
conditions.
In this climate there may be a continued reluctance to commit to
long-term contracts and many managers will be ultra risk averse, and
tempted to “play safe”, which is the worst of all worlds. Playing safe
is not an option – now is the time to be bolder and never was there a
better time to think strategically with a renewed emphasis upon strong
business relationships, partnerships and alliances.
Success is achievable when we determine what can efficiently been done
for ourselves and what can be better done by others so that our business
stands out from the crowd. It is a time to be thinking even more
strategically, even if forecasting what will happen just six months
ahead will be next to impossible. We will help you to evaluate your
circumstances and provoke you to undertake a re-evaluation of what you
are doing.
Sales organisations have developed over time effective methods and
approaches to win and develop business – working across the Client
interface including procurement. The Client has responded and has
developed its own practices that have helped them to secure value.
Success for both parties is critical for business sustainability and
growth and both need to invest in building capability. Our world is
changing fast! The current economic climate has forced additional demand
and challenge to the traditional approaches within business. Successful
organisations will be those who can embrace new ideas and implement them
skillfully with their partners – building new healthy, sustainable and
productive relationships that deliver real value over time.
But what about the two approaches – are they really different and in
conflict and what are the opportunities for new approaches and new ways
of working that embrace the idea of difference but are able to open
opportunities for breakthrough results for both?
Gary Akehurst
Gary Akehurst is a freelance management consultant, researcher
and author working with a range of clients particularly in the service
and defence industries. He is also an Adjunct Professor at Rotterdam
School of Management, Erasmus University in the Netherlands,
an Emeritus Professor of Marketing of the University of Wales and
a visiting professor at a number of universities.
He is a Fellow of the Chartered Institute of Marketing and a Fellow
of the Institute of Sales and Marketing Management. He is currently
a judge for the British Excellence in Sales awards and Chair of
Examiners for the Institute of Sales & Marketing Management.
Paula Gildert is Head R&D Procurement, AstraZeneca and
Deputy Chairperson of the Chartered Institute of Purchasing and
Supply.
A physicist & chartered control and electrical engineer with over 20
years experience in the Fine Chemical & Pharmaceutical Industry
in a wide range of roles; engineering, manufacturing, supply chain
and procurement.
Paula Gildert
Paula Gildert is Head R&D Procurement, AstraZeneca and
Deputy Chairperson of the Chartered Institute of Purchasing and
Supply.
A physicist & chartered control and electrical engineer with over 20
years experience in the Fine Chemical & Pharmaceutical Industry
in a wide range of roles; engineering, manufacturing, supply chain
and procurement. |
Sales
Training Association
