Where will business by in 5 years from now and what will you need to do to succeed? What are the current issues and trends? What is the framework for the future of business? What should be your key focus? Managing your Strategic Accounts and Major Clients.

1. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.1
The Future of Business Briefing
“Where will business be in 5 years from now
and what will you need to do to succeed?”

2. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
The single biggest problem in business is,
staying with your previously successful
business model…
one year too long
Lew Platt

3. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
Stephen Kozicki is the Managing Partner at Gordian Business, an international
consulting firm focused on increasing productivity and profitability for global
corporate clients. He has worked in Asia for the past 25 years, in Singapore,
Malaysia, Hong Kong and China.
He is also a visiting lecturer at the business school at the Australian Catholic
University and at the University of Newcastle, Sydney in Australia. Stephen is
the author of The Creative Negotiator, Persuading for Results, Managing B2B
Customers you can’t afford to lose and The Idea Pack for solving your business
problems.
He has been recognised for his research and teaching achievements with a
recent appointment as adjunct professor at the Australian Catholic University,
and was invited to join the advisory board for the HBR magazine at Harvard.

4. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
Photo by charamelody - Creative Commons Attribution-NonCommercial License https://www.flickr.com/photos/23628513@N00 Created with Haiku Deck
Robin Williams

5. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
Agenda
Current Issues & Trends
Future of Business Framework
Key Focus – Managing your Strategic
Accounts & Major Clients

6. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
Work in pairs for 5
mins:
- Introduce yourself
- Share from your
industry some of the
issues/trends

7. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
The trouble with our times, is that
the future is not what it used to be.
Paul Valery

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The Future of Business Trends

9. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
Uber is the largest “taxi
company – yet they own
no vehicles and excel at
connecting riders with
drivers
Facebook is the largest
media company – yet
they create no content
Air BnB is the largest
provider of
accommodations – yet
they own no real estate
Crowdfunding
businesses like
Kickstarter and Indiegogo
are expected to surpass
venture capital for
funding for 2017 – yet
they have no funds to
invest

10. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
When the rate of
change in the
marketplace
exceeds the rate
of change in
your business,
the end is in
sight.
Jack Welch

11. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
Agenda
Current Issues & Trends
Future of Business Framework
Key Focus – Managing your Strategic
Accounts & Major Clients

12. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
Focus on
top clients
The Future of Business Framework
Products & Services
Becoming harder to differentiate
Competition
Intensifying
Price focused
Big getting bigger
Niche & online
Smarter buyers
Increasingly knowledgeable buyers
The rise of procurement
Strategic Accounts &
Clients
Revenue coming from a
small number of large
customers

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Who are
your most
important
accounts?

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What might happen if you don’t
start managing your most
important customers
differently?

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Whatever
can be done,
will be done -
and much
faster than
you think.
Tom Freidman

16. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
Some potential consequences
Lose a major customer
Over-dependant on a small group of
large customers
Operational relationships – e.g.
procurement & tenders
Be seen as just another supplier
Forced to compete on price
Miss a major opportunity
Overservicing/underservicing
Increasing resources with no
improvement in results

17. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.17

18. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
Agenda
Current Issues & Trends
Future of Business Framework
Key Focus – Managing your Strategic
Accounts & Major Clients

19. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
The Market Reality©

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Why
segment
your key
accounts?

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Manufacturing Company
$1.2B Sales
435 Accounts
70% of revenue comes
from 7 of their customers
Top 45 accounts, 90% of sales?

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Strategic Account revenue trends
40%
60%
70% 80%
90%
Largecustomers%of
totalrevenues
100%
1970’s 1980’s 1990’s 2000’s Today

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* Reported by participants, 2014 Annual SAMA Trends and Practices Study
Strategic Accounts grow at a
faster rate than other accounts

24. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
What might stop
you taking action?
What do you need
to do to make sure
you do take action?

25. © 1991 – 2017 Gordian Business Pty Ltd. All rights reserved. Duplication strictly not permitted.
“...the ability to learn faster than the competition may
be the only sustainable competitive advantage.
The issue is not whether a business will learn,
but whether it will learn fast and early.”
Arie De Geus

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Smooth seas do not make skilful
sailors.
African Proverb

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The Future of Business Briefing
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