What is the quality of your customer relationships?
If you cannot measure the quality of the relationship you have with your customers, how can you do something meaningful to change or improve them?
Having Quality Customer Relatio… Read more
Our Customer Strategy services are based on expertise and experience across multiple industries. Read our Customer Strategy insights.
KAM Boot Camp – Are your KAM’s fit for today’s challenges?
Managing large customers or a portfolio of customers can be challenging at the best of times – and sometimes it feels too difficult to do something about it because the “day job” get… Read more
Distributor Management – Motivation & Reward Planning – Staying Ahead. Part 4 of 4
In the fourth blog on effective Distributor Management, Mark Hollyoake looks at the role of Motivation & Reward planning. Even when organisations enjoy excellent relation… Read more
Distributor Management – Avoiding the Pitfalls. Part 3 of 4
In our third Blog Mark Hollyoake looks at some of the common problems which beset Distributor Management.
The most common challenges organisations face when starting to work in d… Read more
Distributor Management – Getting It Right! Part 2 of 4
In our second blog on managing distributor markets, Mark Hollyoake looks at getting the foundations of Customer Management right.
The term distributor is widely used to describ… Read more
Why Distributor Management Is The Same As Good Customer Management. Part 1 of 4
To celebrate the launch of our new Distributor Management Programme, Distributor Management Expert Mark Hollyoake unpicks some of the complexities of working with distributo… Read more
12 Days of Xmas #12: my key account said to me “you can sharpen terms on the doves and pear trees”
On the 12th day of Christmas my key account said to me “you can sharpen terms on the doves and pear trees”.
When a lot of your business is controlled or dependent on a few large accounts… Read more
12 Days of Xmas #11: My true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities!
On the 11th day of Christmas my true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities next year!
I can imagine that many of us would be… Read more
12 Days of Xmas #10: My Sales Director said to me “We are all miserable and down-trodden, even though we’re bringing sales in”
On the 10th day of Christmas my Sales Director said to me “We’re all miserable and down-trodden, even though we’re bringing sales in.”
There is no doubt that many B2B busines… Read more
12 Days of Xmas #8: my boss asked me to set up a Key Account Management process and I don’t know where to start
On the 8th day of Christmas I woke up in a panic as the big day was less than a week away and I still didn’t know what to buy my partner for Christmas; and at work my boss has asked me to set up… Read more
building a culture of customer centricity based on B2B Trust
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