Tag Archive for: Intermediary / Broker Management and Development
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
An Introduction To The Golden Threads of B2B Customer Management
/in Customer Management /by Peter LaversThe 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
/in Customer Management /by Dr Mark HollyoakeData 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
Are you suffering deep dependence with your B2B customers?
/in Customer Management /by Dr Mark HollyoakeIn 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
CRM Steps for Success – Managing Expectations, Part 5 of 7
/in Business Capabilities /by Dr Mark HollyoakeMany 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
Distributor Management Assessment
/in Customer Management /by Dr Mark HollyoakeDistributor Relationships as your Competitive Advantage
‘Marry in haste, repent at leisure’ _ this is often the most common problem in B2B distributor relationships. Principa… Read more
Customer Management in a world of Intermediaries and Brokers
/in Customer Management /by Alan Thompson“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
Account Management in the complex world of Financial Services
/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?
/in Customer Management /by Alan ThompsonBROKERS AND INTERMEDIARIES
“DEPENDENT or INTERDEPENDENT”
How Equitable are your Relationships?
The role of the broker / intermediary / agent within the financia… Read more
RBS vs O2 – Understanding the power and value of trust
/in Embedded Trust /by Chris HuddWe have two recent examples of problems within massive UK businesses, one which appears to understand the power and value of trust and another which does not.
In June the systems pr… Read more