Customer Strategy Archives - Page 14 of 14

Rehabilitating the word ‘equitable’ in B2B customer relationships

February 28, 2015/in Customer Management /by Peter Lavers

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

Interdependence in B2B customer management – what do we mean?

February 28, 2015/in Customer Management /by Chris Hudd

The Oxford English Dictionary’s definition of interdependence is (unsurprisingly): “depend on each other”, yet until recently we saw little evidence of t… Read more

Building Interdependence in B2B Customer/Supplier Relationships

February 28, 2015/in Customer Management /by Dr Mark Hollyoake

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

The Trust Factor in B2B Client Relationship Management

February 28, 2015/in Customer Management /by Dr Mark Hollyoake

Trust an oft-quoted word related to many elements of the B2B relationship. Significant bodies of research point to its importance, yet skirt around it. We think it’s a core pillar… Read more

Why B2B companies need to become more attuned to their clients

February 28, 2015/in Customer Management /by Peter Lavers

Austria’s Prince Clemens von Metternich is said to have made the quote “When France sneezes, Europe catches a cold” when commenting on the impact of the French Revol… Read more

The Great Debate (4) – What Does Leading Edge Mean to B2B Customer Management?

September 23, 2014/in Customer Management /by Ellie Luk

In the fourth instalment of The Great Debate, three senior executives: Chris Russel of Luvata, Nigel Brotherton of Volkswagen Group UK and Mairead McSweeney of BT Business Irela… Read more

The Great Debate (4) – What Does Leading Edge Mean to B2B Customer Management?

September 23, 2014/in Customer Management /by Ellie Luk

“What is the point of innovation for innovation’s sake, if your customer does not benefit? – Nigel Brotherton In the fourth installment to the series of conferences create… Read more

The Great Debate (2) – Making B2B Partnerships work – Lord’s Cricket Ground

February 11, 2014/in Customer Management /by Ellie Luk

50 of the brightest B2B industry Sales Support Managers, Customer Experience, Retention Managers, Regional Sales Directors, Supplier Relationship Managers, Programme Mana… Read more