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12 Critical Components of Great B2B Customer Strategy – Part 3

In my two blogs on this subject I have covered the four “What are we trying to achieve?” and four “Who are we engaging with and when?” components of great B2B customer strategy. The ne… Read more
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12 Critical Components of Customer Strategy – Part 2

In the first blog on this subject I covered the four “What are we trying to achieve?” components of great B2B customer strategy. The next step of strategy development addresses “… Read more
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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
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The Trust Ladder

Occupying the same market as your suppliers with transactional relationships? This is a challenge for any business, learn how to manage co-existence in this e-book. The Trust La… Read more
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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
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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
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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