Shallow Interdependence – Part 3
In article two we explored and discussed the second level of B2B customer relational interdependence, that of shallow dependence. In article three, we explore ‘shallow i… Read more
Our Customer Strategy services are based on expertise and experience across multiple industries. Read our Customer Strategy insights.
Improving Customer Planning through greater Attunement
We work with many companies across many sectors – food, pharma, industrials, domestic electronics, financial services and others – and assist them with such disciplines as Stra… Read more
Customer Management in a world of Intermediaries and Brokers
“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
“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
The Great Debate (5) – Building Trust
Trust is the willingness to be vulnerable based upon positive expectations about another’s intentions or behaviours.
– Rousseau et al
Trust is one of the fundamental comp… Read more
Ten insights from the B2B sector about Building Trust
In the latest Great Debate at the magnificent Crystal Building in London we discussed the most fundamental component of B2B customer relationships: Trust. Three speakers from i… Read more
Would you like to increase your broker revenues by up to 37%?
The Hidden Opportunity
Recent research into the relationships between brokers and insurance companies has revealed a significant opportunity to
increase the overall share… 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
Interdependence in B2B customer management – what do we mean?
The Oxford English Dictionary’s definition of interdependence is (unsurprisingly): “depend on each other”, yet until recently we saw little evidence of t… Read more
building a culture of customer centricity based on B2B Trust
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