Are you suffering deep dependence with your B2B customers?
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
Tag Archive for: Distributor / Intermediary Management
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
Is it really success if it’s not equitable?
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
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?
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
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
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
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
Trust – a small but enormously important word
At the centre of our Customer Attuned model of B2B customer management lie three words – trust, interdependence and equitability. It could be argued that the most important of the… Read more
building a culture of customer centricity based on B2B Trust
Let‘s chat!
