Collaboration beats commoditisation

Partnerships, Relationships, Selection and categorisation of key accounts, Supply chains & SCM, Trust, Value creation & co-creation

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Collaborative thinking allows organisations to apply their capabilities and resources to expand propositions. But it’s not so simple. Collaboration and integrated approaches can increase customers’ perception of risk and trigger internal friction. At the same time, formal contracts often feel more like ‘contracting for failure’ and can be really divisive. But David Hawkins of the Institute for…

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Collaboration beats commoditisation

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Not a member? Sign up to access this and over 303 other resources, invites to exclusive events, member-only webinars and more!

Want to access this and 303+ other resources?

Access an ever-growing wealth of on-demand KAM materials in our Member Resources Library. Explore nearly 250 items including research papers, practical case studies, diagnostics and tools, podcasts, and videos.

As an AKAM member you'll improve your KAM practices through education and networking. Receive exclusive invites to in-person and online events, have the opportunity to build and certify your skills and access a wealth of knowledge.

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