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Customer Value and Key Account Management
Key accounts clearly are important, but they should not consume all the attention or resources of your business unit or company. There has to be a balance, such that non-key accounts do not become neglected, but also receive an appropriate level of service.
Barriers to African External Trade
Attempts to expand Africa’s trade have been hampered by both internal and external constraints or barriers.

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Which Strategies Pay Most
Here's the result of a 1991 survey of consultants' incomes relative to their marketing methods.
Which Meat Truck Do You Follow When Youre a Hungry Dog
Here's a wonderful story that I share with my clients that helps answer this question. Let me share it with you...
A retirement plan for African leaders, Mo Ibrahim
African leaders, Ibrahim (says), look to retirement as they would to the edge of a cliff, beyond which lies a dizzying fall towards retribution and relative poverty.
FREE Salesforce Grader Tool
It's free and it provides you with a score on the relative effectiveness of your salesforce.
Pros and Cons of Buyig a Franchise
This article is designed to give you a deeper understanding of the relative gives and takes of buying a franchise and will help you look at franchising within a balanced framework.
Professional Presentation Skills
Simply going through the process of a presentation and its relative simplicity.
How to produce an Enewsletter that gets read
We thought we would share our tips on what makes a great enewsletter. Enewsletters improve communication channels with clients, share good news stories, share expertise through tips and also assists in building a database of potential clients. Not only is it a great way to share your stories, it can also be a powerful marketing tool providing useful information to the reader while indirectly promoting your services.
FIve Choices When You Can't Collect The Debt
You do your best to get the money you've worked so hard for, but not every customer, client, or patient will cooperate. So, what are your choices and how do you compare their relative benefits and liklihood of success?
The world we share
We live in three worlds; the world in here, the world out there, and the world we share. In here our views are just that, out there are other people’s views. In the world we share are the views we agree on. In any successful relationship the world we share is the critical one. I trust that today and every day you will resolve to build more of the world we share and be less precious about the world in here or the world out there.
Ask Questions to Build Better Business Relationships
When people say what's on their mind, their hope and intent is to be heard and understood. Yet more often than you might think, they don't even know what they're talking about. That's because words are symbols for experience, and most of what people say initially is just the tip of the iceberg relative to what's really going on. When people start talking, the first things you hear represent only the surface of a person's thoughts, rather than the deep structure experience, motivations, values and opinions that drive those thoughts. The reality of communication is that when people share their symbols, their words, it's incredibly easy to think you understand when you don't really have a clue!

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