By Peter Browne, Gary Peacock
From our adventure the head 10 to twenty money owed of any B2B agency in general signify 60-80% of profit and revenue. we've seen instances as excessive as 95%. the results of wasting this sort of clients are dramatic, and in today's company setting it really is virtually very unlikely to exchange those consumers; your opponents will guard them in any respect cost.
Companies in most cases preserve shoppers the 'easy way': via discounting costs, through expanding rebates, by means of extending phrases and by way of offering extra for less.
This publication indicates a unique option to deal with your most vital clients extra successfully, and the way you could force the expansion via your most crucial clients. So, your most crucial shoppers turn into a strategic asset rather than a strategic risk.
Includes those resources:
* The SAM framework
* Killer questions tool
* on-line entry to 2 shopper audit tools
* on-line entry to an account segmentation tool
* 4 distinctive case experiences, and lots of mini-case reports
Read Online or Download Managing B2B customers you can't afford to lose: How to create joint value with your strategic accounts PDF
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Extra info for Managing B2B customers you can't afford to lose: How to create joint value with your strategic accounts
Although his flat world thesis has been challenged by other observers as a vision that is not yet a reality, some of the factors that Friedman points to are useful for us to review here. First, Friedman identifies 10 “flatteners” that have helped making the global world flat. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. Collapse of Berlin Wall in 1989. Netscape and the Web. Workflow software, enabling machines to talk to other machines. Open source software, blogs, and Wikipedia. Outsourcing—subcontracting less critical activities.
A Board of Examiners was created to certify companies under the code, which includes requirements on the safety of facilities, treatment of raw materials, quality inspection procedures, and even customer satisfaction measures. 24 Global Localization A global marketing strategy that totally globalizes all marketing activities is not always achievable or even desirable. A more common approach is for a company to globalize its product strategy by marketing the same product lines, product designs, and brand names everywhere but to localize distribution and marketing communications.
9. 10. Collapse of Berlin Wall in 1989. Netscape and the Web. Workflow software, enabling machines to talk to other machines. Open source software, blogs, and Wikipedia. Outsourcing—subcontracting less critical activities. Offshoring—outsourcing to foreign shores—IPods are assembled in Asia. Supply chains—Wal-Mart’s automatic re-ordering system is a good example. Insourcing—UPS serves a client such as Toshiba with customer repair service. In-forming—Google and other search engines make information easily available.