Manage Relationships

Published on February 10, 2016


Your largest accounts are at risk as competitors seek to grow their business. If you are not
connected at many points and understand your customers’ business, you will, at best, continue to be exposed.

The strategies to protect these assets must be customer driven, one size does not fit all.

The top performing organisations are not only seeing better results in account retention, they are also successful in driving year on year revenue growth.

Three things you should always know about your customers?

  • Why have they chosen to do business with you?
  • What are you helping them accomplish, fix, or avoid?
  • Your senior contacts within those accounts understand why your company can uniquely service them?

Many people believe relationships drive their client engagements. Particularly in 2016, unless you are creating value at every stage of the client relationship, these relationships may not be as long terms as they might like.