Distributor / Intermediary Management Archives - Page 3 of 4

An Introduction To The Golden Threads of B2B Customer Management

June 29, 2015/in Customer Management /by Peter Lavers

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

Are you suffering deep dependence with your B2B customers?

May 5, 2015/in Customer Management /by Dr Mark Hollyoake

In the next three blogs we highlight what happens when you suffer deep dependence on your customers and what affects it has on your company – The Trust Ladder can show you how t… Read more

Account Management in the complex world of Financial Services

April 8, 2015/in Sales and Account Management /by Alan Thompson

“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?

April 1, 2015/in Customer Management /by Alan Thompson

BROKERS AND INTERMEDIARIES “DEPENDENT or INTERDEPENDENT” How Equitable are your Relationships? The role of the broker / intermediary / agent within the financia… Read more

Is it really success if it’s not equitable?

February 28, 2015/in Business Capabilities /by Dr Mark Hollyoake

Was there ever a golden era when people ran businesses to earn a good living and contribute to the society that provided the foundation for their good fortune? We seem to have evolve… Read more

Equitability in B2B Relationships

February 28, 2015/in Business Capabilities /by Chris Hudd

The concept of equity emanates from law – the idea (or ideal!) of fairness in dealings between two individuals/organisations. But how does this concept translate into B2B… Read more

How do I know how much my business is trusted?

February 28, 2015/in Embedded Trust /by Peter Lavers

Some time ago I was working with a B2B insurance company that did all its business through brokers. They were bemoaning the fact that they were not getting improved “net prom… Read more

What B2B Industry Leaders are saying about Trust

February 28, 2015/in Embedded Trust /by Dr Mark Hollyoake

Customer Attuned recently brought together a group of senior leaders from a number of sectors to debate and discuss the issue of trust – a subject of which it is difficult to turn on t… Read more

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

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

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