Goals

Increase account profitability.
Increase account satisfaction.
Increase salesperson productivity.

In This Course You Learn How To:

Define what type of relationship each customer wants from you as their supplier.
Align how much you invest in a customer relationships with what each customer actually wants.

Course Chapters

Part 1: Principles and Best Practices

  • Five levels of buyer-seller relationship
  • Value co-creation concept
  • Customer investment concept
  • Benefits of matching customer investments to customer needs
  • Benefits of customer involvement in matching process

Part 2: Diagnostic

  1. Select one customer.
  2. Estimate what they want.
  3. Define your level of investment.
  4. Assess the gap: define whether you under- or over-invest.
  5. Repeat for other customers.