The Golden Threads: Part 6 (of 12): Negotiating and Selling
This series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more
Tag Archive for: Building Your Capability & Competency Framework
The Golden Threads: Part 5 (of 12): Hunting New Business
This series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more
The Golden Threads: Part 4 (of 12): Channel Management
This series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more
The Golden Threads: Part 3 (of 12): Category Management
This series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more
The Golden Threads: Part 2 (of 12): Brand & Proposition
This series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more
The Golden Threads: Part 1 (of 12): Target Markets & Sectors
The Customer Attuned Assessment (CAA®) has quickly established itself as the leading customer management (CM) capability assessment that is 100% focused on B2B companies.
Bas… Read more
An Introduction To The Golden Threads of B2B Customer Management
The Customer Attuned Assessment (CAA®) has quickly established itself as the leading customer management (CM) capability assessment that is 100% focused on B2B companies.
Bas… Read more
The key characteristics of high performing Customer Management organisations on the Trust Ladder
Data from our B2B assessments show marked differences between organisations at the top and bottom of the Trust Ladder.
We highlight key characteristics of top performers.
KNOWL… Read more
Trust Part 2: Aiming for cost-release while improving B2B customer efficiency?
While cost-release has been the focus for efficiency and improvement in recent years, few organisations effectively translate commercial needs into operational capability t… Read more
CRM Steps for Success – Managing Expectations, Part 5 of 7
Many CM and CRM systems are over-sold and over promise on the capabilities they can deliver from day one. This generates a high level of expectation and anticipation which puts pre… Read more
building a culture of customer centricity based on B2B Trust
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