Hi dakota7,
The phrase "top-to-top" has several meanings in different contexts.
However, since the question you haved posed pertains to the Business
and Money section, I shall limit my answer to defining the term in
that particular context.
Admittedly, the phrase has been coined in business and management
parlance and is a buzzword used to connote interaction between
executives engaged in some sort of a binding. To clarify this,
Wordspy.com defines it best:
"adjective. Of or relating to a sales strategy in which a top
executive from one company sells directly to a top executive from
another company."
Link for Wordspy.com: http://www.wordspy.com/words/top-to-top.asp
The phrase, in general, has to do with customer-relationship
management strategies (CRM). To explain better, silvermine.com uses
the explicit example of Fast Moving Consumer Goods (FMCG) and have
this to say:
"...positive top-to-top engagements between supplier and buying
organizations can result in startling gains in productivity and
growth.."
Link to article: http://www.silvermine.com/reports/quart30/quart-2.htm
The top-to-top model refers to interactions between buyers and sellers
(and in particular, top-level executives representing them) directly
without any via media. Naturally, this helps the seller in that the
seller is kept in touch with the dynamic demands and requirements of
the buyer. On the part of the buyer, it provides a direct hotline to
the seller, and thus an opportunity to positively influence seller's
decisions that may have something to bear upon the buyer.
To summarize, traditionally, such a strategy is used for the purpose
of
i) enhancing business relationships between the buyer and the seller
ii) "testing the waters" so to speak in order to ascertain the
readiness of the buyer to new ideas, proposals, products.
Here are some other sites where I found mention of the phrase:
1. http://www.gosalesmarketing.com/SM_Membership.asp
Context: (Quoted from site):
"The Australian Sales & Marketing Institute (ASMI) is so much more
than an Institute. Its raison d'etre is to FACILITATE, CHANGE &
EMPOWER within a group of skilled and professional individuals - eager
to speak, exchange, meet and build strategic career and corporate
platforms (top-to-top networking). The ASMI brings together thoughts,
ideas and concepts - all leading to greater wisdom and stronger, more
strategic individual capabilities."
2. http://www.pembrokeconsulting.com/pdfs/PWNA-singlecopy.html
Context: (Quoted from site):
"Publishers and wholesalers must begin to communicate more
directly....
As wholesalers consolidate and restructure, it is imperative that
publishers maintain direct, "top-to-top" contact with wholesaler
executives. Cooperation, rather than confrontation, on issues
affecting both groups-such as sell-through rates-is critical."
3. http://www.jsasolutions.com/key_accounts/practices_processes.htm
Context: (Quoted from site):
"Partnering Practices... This is an important communication area:
formalising such contacts as: "Top to Top" contact, Major Business
Review and Development processes, Monthly, weekly or even daily
progress reviews, Presentation of new programs / initiatives..."
Search strategies:
Google keywords
"top-to-top" interactions
"top-to-top" strategy
"top-to-top" contact
"top to top" model
Regards. |
