Developing customer relationships and solution sales

When interviewing ICT supplier clients, the need or expectation for development is most often cited as ‘more proactivity’, ‘more business development ideas’ or ‘relevant aspects that we should consider’. The same expectations are repeated regardless of the supplier and the year. In CxO-level interviews, “the ability to understand our business” is mentioned as a key expectation for an ecellent client manager.

We have significant experience in customer-supplier relationships, so we know how suppliers can develop customer relationships and grow customer-specific revenue, customer satisfaction, and loyalty. We also know how and when a customer is willing to support a supplier in these endeavours.

Developing demanding B2B solution sales is one key aspect of developing customer relationships. Working with real customer cases brings the fastest visible change to customers and increases the ability of sales and customer teams to add value to their cutomers.

Because customer relationship situations and life cycles vary, our solutions are always customer-specific. Our customer relationship development services include

• customer workshops, that work on proactive, relevant development ideas that will be tested by customers
• customer relationship development plans, using best practices
• customer strategies
• development of customer-supplier collaboration models

Our goal is always a visible change for our end-customer and a constant increase in the expertise of your sales organisation. Below is an example of a program where teams worked on real business development ideas for their customers and tested these ideas with their customers. With continuous communication, we shared team experiences and lessons that accelerated the delivery of development ideas to sutomers.