В переговорах с промышленными B2B-клиентами цена — далеко не единственный фактор, который влияет на решение.

Экспертная публикация в журнале «Управление сбытом», № 7, 2026

В переговорах с промышленными B2B-клиентами цена — далеко не единственный фактор, который влияет на решение.

Максим Федькин, генеральный директор ООО «ТОР», рассказал о типичных ошибках в работе с B2B-клиентами: попытках продавить решение, недостаточной подготовке к переговорам и недооценке роли доверия.

В материале — о том, почему в промышленном B2B важно понимать задачу клиента, учитывать технический контекст и выстраивать отношения на долгосрочную перспективу.
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A climbing wall is an artificially constructed wall with grips for hands and feet, usually used for indoor climbing, but sometimes located outdoors. Some are brick or wooden constructions, but on most modern walls, the material most often used is a thick multiplex board with holes drilled into it.

Recently, manufactured steel and aluminum have also been used. The wall may have places to attach belay ropes, but may also be used to practise lead climbing or bouldering. Each hole contains a specially formed t-nut to allow modular climbing holds to be screwed onto the wall. With manufactured steel or aluminum walls, an engineered industrial fastener is used to secure climbing holds. The face of the multiplex board climbing surface is covered with textured products including concrete and paint or polyurethane loaded with sand. In addition to the textured surface and hand holds, the wall may contain surface structures such as indentions (incuts) and protrusions (bulges), or take the form of an overhang, underhang or crack. Some grips are formed to mimic the conditions of outdoor rock, including some that are oversized and can have other grips bolted onto them.

Games played with curved sticks and a ball can be found in the histories of many cultures. In Egypt, 4000-year-old carvings feature teams with sticks and a projectile, hurling dates to before 1272 BC in Ireland, and there is a depiction from approximately 600 BC in Ancient Greece, where the game may have been called kerētízein or because it was played with a horn or horn-like stick. In Inner Mongolia, the Daur people have been playing beikou, a game similar to modern field hockey, for about 1,000 years.

Most evidence of hockey-like games during the Middle Ages is found in legislation concerning sports and games. The Galway Statute enacted in Ireland in 1527 banned certain types of ball games, including games using "hooked" (written "hockie", similar to "hooky") sticks. By the 19th century, the various forms and divisions of historic games began to differentiate and coalesce into the individual sports defined today. Organizations dedicated to the codification of rules and regulations began to form, and national and international bodies sprang up to manage domestic and international competition.

Статья Максима Федькина, генерального директора ООО «ТОР», посвящена одной из заметных проблем производственных компаний — зависимости бизнеса от знаний и опыта ключевых сотрудников.

В материале Максим рассказывает, почему критически важные знания не должны оставаться только в голове отдельного специалиста, как систематизация накопленного опыта помогает снизить кадровые риски и почему передача инженерных компетенций становится частью устойчивости производственной компании.

Материал опубликован в журнале «Генеральный директор. Управление промышленным предприятием», № 7/2026.