Managing B2B customers you can't afford to lose
Managing B2B customers you can't afford to lose
This book shows a different way to manage your most important customers more effectively, and how you can drive the growth through your most important customers. So, your most important customers become a strategic asset instead of a strategic risk.
How to create joint value with your strategic accounts
From our experience, the top 10 to 20 accounts of any B2B organisation typically represents 60-80% of revenue and profit. We have seen cases as high as 95%. The consequences of losing one of these customers are dramatic, and in today's business environment it is virtually impossible to replace these customers; your competitors will protect them at all cost.
Companies commonly retain customers the 'easy' way: by discounting prices, by increasing rebates, by extending terms and by providing more for less.
This book explores:
- How markets are changing
- Why companies need to treat their strategic accounts differently
- How to successfully implement Strategic Account Management (SAM)
- How to create more value and build sustainable relationship with key accounts
Includes these resources:
- The SAM framework
- Killer questions tool
- Online access to two customer audit tools
- Online access to an account segmentation tool
- Four detailed case studies, and many mini-case studies
Shipping costs quoted are for delivery in Australia only. If you want to arrange for shipping overseas, then please contact: mail@gordianbusiness.com.au to arrange a quote.
If you wish to purchase more than 3 books, please also contact us directly: mail@gordianbusiness.com.au so we can find the most effective delivery and shipping for you. We will determine the costs directly with you.