2012 predictions: EBS sales director Andrew Dawson

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EBS sales director Andrew Dawson reckons careful planning and the successful adaptation of business models will be the key to success this year 

“Is this going to be a year that fundamentally changes the market landscape and in turn destabilises the channel’s commercial dynamics? Yes is probably the correct assumption.

“Decisions are driven by individuals within large organisations, who in most cases aren’t around long enough to appreciate their overall impact. Rarely do they understand the discord and shock their decisions can ultimately inflict.

“Therefore, as this market continues to evolve, by definition the business models many of us adopt have to adapt accordingly. The austerity measures facing the UK economy aren’t a short-term fix, and all businesses have to plan effectively.”

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