Growing margins while keeping and developing your key customer relationships
When you are reliant on a few relationships for a lot of business, how do you stop getting dictated to or pushed around and still keep the relationship and the business?
Are your account managers spending too much time firefighting rather than helping their relationships grow strategically? The problems need to be solved – but is there a better solution?
Do you have an account team equipped with the skills and capabilities to develop and manage the next generation customer relationships?
Business to business relationships develop over time through transactional experience and the application of relationship development triggers and enablers. They fall into a number of categories and within this programme we will provide you with the ability to
- identify where your relationships currently sit
- how to develop them, and once you have achieved the desired position
- how to retain that position for profitable growth
This programme will provide your KAM team with the skills and tools that they need to enable you to identify and then proactively move deeply dependent customer relationships to deeply interdependent customer relationships.
Building Trust in your customer plans: How can trust really be proactively applied? We know the areas that come together to develop trust within the relationship and maintain its position.
Joint Business Planning; The Joint Business Partner Plan starts with a long term ‘Mission / vision’ stating where both sides would ‘like’ to be in c.3 years time, flows through the market situation, action plans and objectives before finally arriving at numbers. We work with the team to develop the facilitation and development skills with a key customer team.
CHOOSE A SERVICE
Our Services help you maximise value, optimise satisfaction and minimise account attrition: