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

Show description

Read Online or Download Managing B2B customers you can't afford to lose: How to create joint value with your strategic accounts PDF

Best marketing books

Brand Failures: The Truth about the 100 Biggest Branding Mistakes of All Times

What do Coca-Cola, McDonald's, IBM, Microsoft, and Virgin have in universal? they're all international giants, yet what they're much less well-known for are the branded items they've introduced that experience bombed -- spectacularly and at nice cost.

Brand disasters takes a glance at how such mess ups take place. during this up-to-date version of Matt Haig's booklet, we're given the interior tale of a hundred significant model mistakes. Haig describes the manufacturers that experience introduced with assistance from multi-million buck advertisements campaigns simply to sink and not using a hint. From model errors made via winning blue-chip businesses to lesser-known yet hilarious bomb-shells, he explains what went unsuitable in each case and offers a priceless record of classes discovered. A travel of Matt Haig's corridor of failure will alert readers to power risks and describe the best way to be sure an extended, fit lifestyles for a brand.

Appears to be retail

Offentliches Beschaffungsmarketing: Ein Kennzahlensystem fur das Vergabemanagement

Constantin Blome entwickelt ein Grundmodell für das öffentliche Beschaffungsmarketing. Durch seine Einbettung in ein Kennzahlensystem wird es den besonderen Rahmenbedingungen der öffentlichen Beschaffung, z. B. dem Vergaberecht, gerecht und kann in der Praxis unmittelbar eingesetzt werden. Aufgrund der Modularität des Kennzahlensystems kann es an die Bedürfnisse von Verwaltungsbetrieben jeglicher Größenordnung und jeglichen Reformstands angepasst werden.

Vertrauen in der Unternehmensberatung : Einflussfaktoren und Konsequenzen

Larissa Greschuchna untersucht die Relevanz des Vertrauens im Vergleich zu anderen Kriterien bei der Auswahl eines Beratungsunternehmens. Sie entwickelt ein Modell, anhand dessen Einflussfaktoren des interpersonalen und des organisationalen Vertrauens zu Beginn einer Berater-KMU-Beziehung sowie die Auswirkung der beiden Vertrauensformen auf den Projektauftrag erklärt werden können.

Social Media Rules of Engagement: Why Your Online Narrative is the Best Weapon During a Crisis

Stay away from changing into a #PRFail with a high-quality social media approach Social Media ideas of Engagement publications you within the improvement of a bullet-proof social media approach. you could deal with any obstacle successfully via having a plan earlier than you really need one—and by means of realizing and influencing your viewers with army precision.

Extra info for Managing B2B customers you can't afford to lose: How to create joint value with your strategic accounts

Example text

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.

Download PDF sample

Rated 4.48 of 5 – based on 31 votes