Following the financial crisis, a key development has been the retreat from ‘global’ to ‘national’ by countries and citizens seeking satisfaction of their needs, says Brian Moore
Indeed it might also be said that the global uncertainty has caused businesses and their workers to become even more parochial in the conduct of their business relationships. An added complication lies in the fact that retailers often churn buyers at increasingly frequent intervals to avoid personal relationships with NAMs being a cause of diluting demands in negotiation.
Getting through to the buyer
In the current climate, coping with the short term buyer’s hidden agenda, limited attention span, apparent apathy or even persuading them to listen to your ideas are becoming key resistors in effective management of major customers.
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