Experts

The Buyers Perspective - Rob Maguire

Rob Maguire is a recognized authority on organizational buyer behavior and strategy.   He has led blue chip procurement teams as a corporate executive and as a consulting leader for global management consultancies.     Rob brings this knowledge and experience to assist clients to design strategies to navigate through the corporate purchasing maze and to shift the focus of the procurement-sales interactions from price to benefits to enable successful differentiation in a seemingly commoditized environment for your goods or services.  Rob works with sales teams to develop compelling sales messages and approaches that will lead to more senior and stronger customer relationships.     Rob works extensively in Europe and North America and is a visiting tutor on MBA programmes of London Business School and the Ramon Hull School of Business and Law in Barcelona, Spain.     For more information visit www.maguireizatt.co.uk

Value Quantification Expert - Tim Underhill

Tim Underhill is president of Strategic Business Solutions – a consulting firm that helps its clients' profitability.  Tim has worked with customers (Supply Chain organizations) to develop commodity/service plans, evaluate suppliers based on TCO and implement supply chain initiatives.  For distributors, manufacturers and service companies he has helped them to develop the skills and tools to document value, develop account penetration/retention plans, and create unique selling propositions based on value. Some clients have been able to document TCO savings of 20% or more compared to annual purchases or sales.   Tim was a member of the ISM’s (Institute for Supply Management) national steering committee for their Indirect/MRO Buyers Group for 15 years, and provides Supply Chain Management, Strategic Sourcing and Total Cost seminars for a number of members.  He was also on the Purdue University Industrial Distribution Board of Advisors.   Tim has authored two books: Strategic Alliances, Managing the Supply Chain, and Team Up! Profit Up!  developed a Supply Chain Management program for measuring TCO: SourcingStrat, and an account penetration/retention program for capturing, selling and reporting TCO savings: SalesStrat, and has authored numerous articles.  http://www.sbs4me.com/

Value Pricing Expert - Dr Andreas Hinterhuber

Are your customers raving about you on social media? Share their great stories to help turn potential customers into loyal ones.

Value Pricing - Stephan Lizou

If customers can’t find it, it doesn’t exist. Clearly list and describe the services you offer. Also, be sure to showcase a premium service.

Supply Chain Strategy - Kate Vitasek

Having a big sale, on-site celebrity, or other event? Be sure to announce it so everybody knows and gets excited about it.

Practical Innovation - Nigel Barlow

Nigel is an Agent Provocateur, Author, Creative Coach, and Keynote Speaker on Innovative Change to many of the world’s leading organizations. He was a founding director of the Tom Peters company in Europe, and currently runs his own company. Until recently he was an Associate Fellow at Oxford University’s Saïd Business School.


Themes include:  • Changing Minds – what it takes • Innovation And Leadership • Creative Rethinking – applied to your biggest business challenges • Inventing The Future Through Creative Storytelling • Legendary Customer Experiences – in the digital age • Rock Your Presentation and Pitch • The Human Side of Digital Transformation  Clients  Nigel has helped many of the world’s leading organizations on every continent to rethink their lives and businesses. He is adept at working with multi-national groups, and his clients across industries include Apple Education, AbbVie, Bristol Myers Squibb, Candriam, Danone, Hewlett Packard Printing, Lilly, Louis Vuitton, Microsoft, Nestle, TetraPak.  He is a frequent speaker at Oxford University’s Saïd Business School and at ESMT in Berlin, respectively the UK’s and Germany’s leading business schools.  He is one of the world’s most dynamic business speakers, favouring the after-lunch spot as a suitable challenge to wake people up. He also facilitates creative retreats with top teams, helping them to rethink whatever they are stuck on. www.nigelbarlow.com

Services Strategy - Prof Wolfgang Ulaga

If customers can’t find it, it doesn’t exist. Clearly list and describe the services you offer. Also, be sure to showcase a premium service.

Value Marketing - Eric Berggren

Eric Berggren Northwestern Kellogg Professor James Anderson Valeu Merchants

Eric Berggren is a leader in innovating and managing customer value for revenue and profit growth in B2B markets. As Managing Director of Axios Partners, he develops and implements successful value leadership strategies for clients in financial, health care, energy, high-tech, and industrial industries throughout the Americas, Asia, Australia and Europe.  His clients’ results have been highlighted in Harvard Business Review, Fortune & several other publications.    On faculty at Northwestern’s Kellogg School of Management, Eric teaches the B2B marketing classes in both the MBA and executive programs.  With his colleague Professor James C. Anderson, he developed the Customer Value Expert Toolset® (or CVET® for short).  This software as a service enables clients to measure their value to their customers in monetary terms and prove it in selling situation with effective sales tools.http://www.customervalueexpert.com/

Key Account And Negotiation Strategy - Gordian Business

Grow B2B Results through Value© In a disruptive and volatile B2B world, we work with senior decision makers to improve your results much faster! We use current research, active consulting, dynamic workshops and our extensive global expertise. Business and markets change rapidly, so you must prove your value. With Strategic Account Management you can build relationships with your customers, increase your value to their business and increase their loyalty so that every customer is an active referral to your business. Find out more about Strategic Account Management. You can perfect your negotiation skills and achieve better results by changing the focus to value. When you understand how to negotiate effectively, you can plan and achieve better outcomes in every situation without creating conflict. Find out more about Negotiation. Communicating your value in a digital world, it’s hard to be heard. Persuading with Value shows how to communicate with logic and emotion to deliver a compelling message on your value. Growing your revenue and profits in a sustainable way we give your teams the courage to make better decisions and create more value for your customers. Contact Us to find out more.