Business Requirements Definition Archives - Page 2 of 2

Building Your Capability & Competency Framework, Business Requirements Definition, CRM, CRM Readiness, Customer Management Systems

CRM Steps for Success – Plotting the Journey Part 4 of 7

People remember how they feel, not how well they were processed Developing a customer-centric organisation is the Holy Grail for most businesses. But the road is too often… Read more

April 28, 2015/by Dr Mark Hollyoake

Building Your Capability & Competency Framework, Business Case Development, Business Requirements Definition, CRM, CRM Readiness, Customer Management Systems

CRM Steps for Success – What’s in it for me? Part 6 of 7

Human beings can be altruistic but the primary concern is usually, ‘what’s in it for me?’ That’s why it is important to take time to develop system funct… Read more

April 28, 2015/by Dr Mark Hollyoake

B2B Customer Management, Building Your Capability & Competency Framework, Business Case Development, Business Requirements Definition, CRM, CRM Readiness, Customer Management Systems

CRM Steps for Success – Making the case for change – Part 3 of 7

Making a powerful case for change will mean your CRM project will get off the ground, it’s easier said than done and there are many steps to consider. What most of the change manageme… Read more

April 21, 2015/by Dr Mark Hollyoake

B2B Customer Management, Building Your Capability & Competency Framework, Business Requirements Definition, CRM, CRM Readiness, Customer Management Systems

CRM Steps for success – Part 1 of 7

Tweet to @MarkHollyoake // According to a recent survey by IBM Global Services, 85% of companies are not feeling fully successful with CRM. The remedies having the greatest impac… Read more

April 7, 2015/by Dr Mark Hollyoake

Business Requirements Definition, CRM Publications, CRM Readiness, Customer Management Systems, Publications

CRM – 6 Steps for Success

Mark Hollyoake examines what it means to build a successful CRM programme, in this publication you will learn how to make a compelling case for change, manage stakeholders effect… Read more

March 1, 2015/by Dr Mark Hollyoake

B2B Customer Management, B2B Trust, Building Trust into your Customer Plans, Building Your Capability & Competency Framework, Business Requirements Definition, CRM Readiness, Distributor / Intermediary Management, Distributor Management & Development, Intermediary / Broker Management and Development, Joint Business Planning, Key Account Management, Trust

What B2B Industry Leaders are saying about Trust

Customer Attuned recently brought together a group of senior leaders from a number of sectors to debate and discuss the issue of trust – a subject of which it is difficult to turn on t… Read more

February 28, 2015/by Dr Mark Hollyoake

B2B Trust, Building Trust into your Customer Plans, Building Your Capability & Competency Framework, Business Case Development, Business Requirements Definition, Customer Centricity, Customer Proposition Development, Distributor Management & Development, Intermediary / Broker Management and Development, Key Account Management, Trust

Taking trust for granted is not a neutral option

Trust is a wonderful thing when you have it. At times, though, we can grow complacent: we become so used to it just “being there”, that we forget what the world would lik… Read more

February 28, 2015/by Benjamin Tresham

B2B Customer Management, B2B Trust, Building Trust into your Customer Plans, Business Requirements Definition, CRM Readiness, Customer Experience Improvement, Customer Information Planning, Customer Proposition Development, Customer Relationship Strategy, Distributor / Intermediary Management, Distributor Management & Development, Equitability, Intermediary / Broker Management and Development, Key Account Management

Rehabilitating the word ‘equitable’ in B2B customer relationships

In the history of the UK’s financial services industry the name The Equitable Life still stands out in infamy as a company whose public failure in 2000 had drastic consequen… Read more

February 28, 2015/by Peter Lavers

B2B Trust, Building Trust into your Customer Plans, Building Your Capability & Competency Framework, Business Requirements Definition, Distributor / Intermediary Management, Distributor Management & Development, Interdependence, Intermediary / Broker Management and Development, Key Account Management, MBTI for Sales

Building Interdependence in B2B Customer/Supplier Relationships

Within B2B, customers and suppliers are increasingly recognising levels of interdependence along the entire value chain as they come together to create a product or service. Hi… Read more