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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

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

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