LATEST DISCOUNTS & SALES: PROMOTIONS
Tom Stevenson began his career with IBM in 1965 after graduating from the University of Minnesota. Among Tom's responsibilities during a fast-paced 16-year career at IBM was managing the company's high profile Sales and Marketing Training Center, where he developed an in-depth knowledge of sales training methodologies. Always a top performer, Tom was selected for IBM's Advanced Management Program. Following IBM, Tom held executive positions at Data General, Businessland, and Pacific Telesis prior to starting his own consulting practice in 1990. With consulting experience at Liberty Mutual Insurance, Marshall's, and IBM behind him, Tom began his collaboration with Sam Barcus. This partnership involved coaching and mentoring thousands of IBM sales reps, managers, and executives in The Relationship Advantage methodologies. These processes became a cornerstone of IBM's conversion from a hardware company, to a services-led business, and now form the core of this book. Sam Barcus is one of the founders of NewLeaf Partners; an independent consulting firm focused on helping companies institutionalize change within their organizations. Based upon experience driving Tom Stevenson's principles with Cisco Systems, IBM, Eli Lilly, Computer Sciences Corporation, and Hewlett-Packard, NewLeaf Partners has developed and refined the methodologies that are critical to world-class account management and relationship building. Sam joined Price Waterhouse in Memphis, Tennessee in 1976 as a consultant, and then transferred to Nashville where he built and managed a practice for the firm. It was during these years that Sam began to understand the power of the relationship-building behaviors and skills possessed by consulting partners. These behaviors and tools, once documented, became the bedrock of the material that is now the basis for The Relationship Advantage.
