Category: Field Notes

Two long research conversations with Lien Byttebier at Accent surface a sales model built around three levels of the customer, three propositions, and three languages — and the recognition that selling into large industrial accounts has become an act of coordinated change management.

An afternoon with a senior supply chain leader at Kaneka Belgium reveals how industrial supply chains under pressure are reorganising around trust, intelligence, judgement, and integration — and what this means for the suppliers across the table.