Bridging the Gap with Strategic Clients
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The Executive Dilemma - Part III: Going Beyond Executive Calling to Effect Deep Change in Customer Relationships (PDF)
by Ted Harro
Too many executive sponsorship programs wind up yielding few results. In the final installment of our series on executive calling, we lay out how to analyze the information captured through executive calls, More importantly, we suggest ways to turn that information into action that dramatically improve relationships with key customers. Published in Velocity, The Journal of the Strategic Account Management Association, Winter 2006.

The Executive Dilemma – Part II: How to Conduct an Executive-to-Executive Meeting that Drives Value for All (PDF)
by Ted Harro and Jane Blinde
OK, so you selected and prepared your executive for that senior level meeting – what could possibly go wrong now? Don’t get us started! We outline wrong way and right way approaches to actually conducting and following up on an executive-to-executive interview, complete with a handy one-page guide. Published in Velocity, The Journal of the Strategic Account Management Association, Fall 2005.

The Executive Dilemma – Part I: Three Questions to Ask Before Introducing a Senior Leader to Your Strategic Client (PDF)
by Ted Harro and Jane Blinde
How do you select and prepare one of your company’s executives to meet one of your client’s executives? Very carefully! And these three questions might just help… Published in Velocity, The Journal of the Strategic Account Management Association, Spring 2005.

The Perilous World of the Incumbent (PDF)
by Ted Harro and Jane Blinde
Have you ever thought you had a loyal client only to find yourself fired? Real clients describe three oversights suppliers make and how you can remain the incumbent with your most important customers. Published in Velocity, The Journal of the Strategic Account Management Association, Winter 2005.