23 October, 2013 | (01 hr)

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Since 2008, there has been a wholesale revolution in how services and goods are purchased. In every marketplace, buyers are more hesitant: as consumers, as purchasers, even as potential employers. The rise in consensus decision making, the speed with which people move from job to job, and the increasing sophistication of cost-control are all creating real problems for those who have relied on trusted relationships for their next opportunity. During this webcast, John Niland discusses a "conversation-centered" approach that, rather than seeking only to meet client requirements, reframes requirements and so win credibility with the customer.

Speakers

John Niland

John Niland
Director
VCO Global Ltd

With 20 years of experience leading international projects - plus a decade of mentoring professionals to grow their reputation and make their services visible -John Niland is one of the co-foun... Full Bio

Gabriele Weiher

Gabriele Weiher (Moderator)
Council Director
The Conference Board

Gabriele Weiher is the Council Director of the Council on Investor Relations and the Council on Corporate Communications for The Conference Board in Europe. Together with the member companies, she identifies topics of actual and future relevance f... Full Bio

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  1. Customer-Management and Business-Development : A Fresh Approach Cover

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