Deep Dependence – Part 4
In article three of this series on Interdependence we explored and discussed the third level of Business 2 Business (B2B) customer relational interdependence, that of… Read more
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12 Critical Components of Great B2B Customer Strategy – Part 3
The final post of three in which Customer Experience expert Peter Lavers shares his thoughts on what makes a great B2B Customer Strategy.
In my two blogs on this subject I hav… Read more
12 Critical Components of Customer Strategy – Part 2
Continuing his exploration of B2B Customer Strategy, Peter Lavers writes:
In the first blog on this subject I covered the four “What are we trying to achieve?” components of great… Read more
12 Critical Components of Great B2B Customer Strategy – Part 1
Top CX Influencer, Peter Lavers, shares his expertise on B2B Customer Strategy in this the first of three posts.
In my c.100 customer management capability assessments in all typ… Read more
Shallow Interdependence – Part 3
In article two we explored and discussed the second level of B2B customer relational interdependence, that of shallow dependence. In article three, we explore ‘shallow i… Read more
Improving Customer Planning through greater Attunement
We work with many companies across many sectors – food, pharma, industrials, domestic electronics, financial services and others – and assist them with such disciplines as Stra… Read more
Customer Management in a world of Intermediaries and Brokers
“Just who is the customer here?”
In this article, the third in our series exploring the intermediated / broker relationships in Financial Services, we focus on the q… Read more
Account Management in the complex world of Financial Services
“Expert salesmen or experts who can sell?”
How good are you at selling and managing relationships within an expert led industry?
In our first financial services ar… Read more
How Equitable are your Broker and Intermediary Relationships?
BROKERS AND INTERMEDIARIES
“DEPENDENT or INTERDEPENDENT”
How Equitable are your Relationships?
The role of the broker / intermediary / agent within the financia… Read more
The Great Debate (5) – Building Trust
Trust is the willingness to be vulnerable based upon positive expectations about another’s intentions or behaviours.
– Rousseau et al
Trust is one of the fundamental comp… Read more
building a culture of customer centricity based on B2B Trust
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