Breese Client Day 2012

Breese Client Day 2012

The Breese Client Day 2012 was kindly hosted this year at the Shell Centre in London with fabulous views straight onto the Thames and the London Eye. This year focused on creating sustainable value relationships and was opened by Ian Irving then followed with presentations from Shell, Bombardier Transportation, Saint Gobain and CSM.

Introduction
Ian Irving, Managing Director Breese set the context for the day and focused on recent research.

"Miller Heiman 2012 World Class Sales Survey Results"

Next there was a joint presentation from Shaun Scott Shell and Paul Minchin Saint Gobain PAM on 'Insights on Sustaining a Value Collaboration Programme' … both are undertaking ground breaking activities with Global/Strategic customers and we can all learn from the practical and current business issues that must be addressed if the customer value strategy is to be the foundation of the business relationship
 

Shell Value
Shaun Scott Business Development Manager - Global Key Accounts
"Insights on Sustaining a Value Collaboration Programme at Shell"

Saint Gobain and PAM UK
Paul Minchin, Managing Director, Saint Gobain PAM UK Ltd
"Best Practice Value Improvement Project Procedures and Organisation Alignment to Ensure Customer Value Creation at Saint Gobain PAM"
 

CSM
Mike Hanley Sales Director
Mike shared with us his in-depth understanding of HOW to develop collaborative relationships with Procurement staff and the HR/Competency issues that must be addressed if the customer facing teams are to make the business/sales strategy of collaborative value creation a true differentiating offer from a supplier
 

"The Procurement View on Value Based Customer Strategies and the Implications for Selling Organisations"

Bombardier Transportation

Chris Antonopoulos Vice President Sales

The final presentation of the day came from Chris and outlined the Bombardier journey of building customer intimacy from a historical project/technology focus and the next steps in ensuring a 'ONE' company value proposition ensures a truly differentiated customer long term partnership
"Strategies to Develop Customer Intimacy at Bombardier"