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Understanding the C-Suite

Advice & Insight

Understand and Deliver What Executives Want

Here, you can explore: What makes C-level customers distinct? What are the keys to engaging them? What does it take to become a customer’s valued source of ideas, inspiration, and innovation? What issues are trending in the C-suite today?

Why? To help you uncover what matters to your C-level customers—and shape relationships and programs to suit.

Recent Advice & Insight

Creating a Great Customer Meeting: Build Peak Moments

Posted on 01.18.2023 by Jane Hiscock in Engagement Strategy, Featured

Customer experiences are often judged by the closing experience. Done well, the experience is deemed positive. Too often these experiences are forgotten.

Executive Engagement Programs: Take the Time To Listen

Posted on 08.1.2022 by Jane Hiscock in Engagement Strategy, Featured, Understanding the C-Suite

If customers take the time to tell you, take the time to listen. Whenever a customer provides feedback, take the time to listen. In a recent meeting a company told me they had “piles of feedback” but no way to »

Selling to the C-suite – Stop Pitching

Posted on 04.18.2022 by Jane Hiscock in Featured, Understanding the C-Suite

Effective sales people will tell you that selling is as much science as art. Selling to the C-Suite even more so. Done well, it requires a system that can be planned, delivered, measured and repeated. Yet often, sellers fear they »

The Power of Peer Networks: An Interview with Katharyn White, Former CMO, T-Systems (Part II of II)

Posted on 03.29.2022 by Elise Schepeler in Client Interviews, Understanding the C-Suite

We recently had the pleasure of speaking with Katharyn White, Former CMO, T-Systems and now IBM General Manager, Federal Ecosystem about some of the challenges and growth that she experienced in building an advisory network at T-Systems amidst a pandemic. »

The Power of Peer Networks: An Interview with Katharyn White, Former CMO, T-Systems (Part I of II)

Posted on 03.22.2022 by Elise Schepeler in Client Interviews, Understanding the C-Suite

We recently had the pleasure of speaking with Katharyn White, Former CMO, T-Systems and now IBM General Manager, Federal Ecosystem about some of the challenges and growth that she experienced in building an advisory network at T-Systems amidst a pandemic. »

C-Suite Engagement: Why Start at the Top

Posted on 10.27.2021 by Jane Hiscock in Understanding the C-Suite

Recently, a marketing leader asked me why Farland Group focuses its work at the C-suite level. She shared her experience that sometimes the input of users can help to evolve products and services. I agree and in fact, gaining the »

C-Suite Engagement—It’s About Progress, Not Perfection

Posted on 09.22.2021 by Jane Hiscock in Understanding the C-Suite

Sometimes in our desire to bring forward a perfect meeting we lose sight of the ultimate goal – forward progress.

Executive Engagement: Start with Defining Success

Posted on 05.17.2021 by Jane Hiscock in Engagement Strategy, Featured, Understanding the C-Suite

Executive engagement is increasingly on the radar of B2B leaders who are experiencing a positive impact on their top and bottom line. Yet while the CEO may be clear on the impact and success of executive engagement, how to build  »

Will Virtual Customer Advisory Boards Become the Norm?

Posted on 01.27.2021 by Jane Hiscock in Featured, Understanding the C-Suite

As we look to the dawn of a new day when people are vaccinated and COVID is not a daily worry, we ask ourselves – will we go back to an office to work? Will we ever be on planes as often as we were in 2019? Will we have Board meetings in person again?

Client Experience: Building a C-Suite Approach

Posted on 03.22.2020 by Jane Hiscock in Understanding the C-Suite

Establishing a client experience strategy is an area of significant focus for many business-to-business (B2B) companies.  As customers, we are all demanding more and more of the businesses with which we engage in our daily lives; it is not surprising »

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Featured Posts

Creating a Great Customer Meeting: Build Peak Moments

See Article


Executive Engagement Programs: Take the Time To Listen

See Article


Selling to the C-suite – Stop Pitching

See Article


Executive Engagement: Start with Defining Success

See Article


Will Virtual Customer Advisory Boards Become the Norm?

See Article


The Value of Convening C-Suite Peers: Reaping What You Sow

See Article


Do you Know What Your Customers Value?

See Article


Tackling the Transformation Challenge

See Article


The Pros and Cons of Net Promoter Score – NPS

See Article


Looking to Engage Executives? First, Understand What They Want

See Article


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  • Engagement Strategy
  • Understanding the C-Suite
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