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
http://customerattuned.com/wp-content/uploads/2022/08/logo-1.svg00Peter Lavershttp://customerattuned.com/wp-content/uploads/2022/08/logo-1.svgPeter Lavers2015-07-02 07:00:332022-09-08 09:54:42The Golden Threads: Part 4 (of 12): Channel 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
http://customerattuned.com/wp-content/uploads/2022/08/logo-1.svg00Peter Lavershttp://customerattuned.com/wp-content/uploads/2022/08/logo-1.svgPeter Lavers2015-06-29 10:02:312022-06-22 12:50:11An Introduction To The Golden Threads of B2B Customer Management
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
http://customerattuned.com/wp-content/uploads/2022/08/logo-1.svg00Dr Mark Hollyoakehttp://customerattuned.com/wp-content/uploads/2022/08/logo-1.svgDr Mark Hollyoake2015-05-18 11:59:092022-06-23 13:14:43The key characteristics of high performing Customer Management organisations on the Trust Ladder
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
http://customerattuned.com/wp-content/uploads/2022/08/logo-1.svg00Dr Mark Hollyoakehttp://customerattuned.com/wp-content/uploads/2022/08/logo-1.svgDr Mark Hollyoake2015-05-05 11:30:412022-09-08 09:50:22Are you suffering deep dependence with your B2B customers?
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
http://customerattuned.com/wp-content/uploads/2022/08/logo-1.svg00Dr Mark Hollyoakehttp://customerattuned.com/wp-content/uploads/2022/08/logo-1.svgDr Mark Hollyoake2015-05-01 14:36:252022-06-23 10:56:19CRM Steps for Success – Managing Expectations, Part 5 of 7
Distributor 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
http://customerattuned.com/wp-content/uploads/2022/08/logo-1.svg00Dr Mark Hollyoakehttp://customerattuned.com/wp-content/uploads/2022/08/logo-1.svgDr Mark Hollyoake2015-05-01 11:42:032022-06-22 12:55:27Distributor Management Assessment
“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
http://customerattuned.com/wp-content/uploads/2022/08/logo-1.svg00Alan Thompsonhttp://customerattuned.com/wp-content/uploads/2022/08/logo-1.svgAlan Thompson2015-04-15 10:45:412022-06-22 12:50:11Customer Management in a world of Intermediaries and Brokers
“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
http://customerattuned.com/wp-content/uploads/2022/08/logo-1.svg00Alan Thompsonhttp://customerattuned.com/wp-content/uploads/2022/08/logo-1.svgAlan Thompson2015-04-08 10:39:402022-06-22 12:57:26Account Management in the complex world of Financial Services
BROKERS AND INTERMEDIARIES
“DEPENDENT or INTERDEPENDENT”
How Equitable are your Relationships?
The role of the broker / intermediary / agent within the financia… Read more
http://customerattuned.com/wp-content/uploads/2022/08/logo-1.svg00Alan Thompsonhttp://customerattuned.com/wp-content/uploads/2022/08/logo-1.svgAlan Thompson2015-04-01 10:29:062022-09-08 09:49:17How Equitable are your Broker and Intermediary Relationships?
We 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
http://customerattuned.com/wp-content/uploads/2022/08/logo-1.svg00Chris Huddhttp://customerattuned.com/wp-content/uploads/2022/08/logo-1.svgChris Hudd2015-02-28 17:55:582022-06-23 10:32:13RBS vs O2 – Understanding the power and value of trust