How do you make sure sales proposals are competitive, complete and compliant? Rickard Hansson shares bid management best practices to help you win.
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- Category: Client Retention
Expect the unexpected they say. But who could have imagined the COVID-19 crisis would escalate into a global disaster with such far-reaching social and economic impact? Businesses everywhere face enormous challenges to manage uncertainty and limit the impact of the crisis to remain viable. Losing major clients right now would be a devastating blow. With
Capture planning is the process through which you gather all the information you need to acquire or retain customers … long before you actually need it. Why bother? Research by Frederick Reichheld of Bain & Company (the inventor of the net promoter score) showed increasing customer retention rates by 5% increases profits by 25% to
At the risk of stating the obvious You need an account management strategy. “What is it and why do I need it,” you ask? An account management strategy is a blueprint that guides all your activities within your organisation and with your clients. It’s the process by which you: Identify your company’s goals Understand the
Is your strategic account plan in trouble? There’s an art to implementing a strategic account plan successfully. I know that now. I would get so frustrated with my clients – month after month (sometimes year after year) and still no progress on my strategic account plans? It sure wasn’t from lack of trying. Why haven’t
What To Say To A Client Who Is Leaving Losing clients hurts. All that hard work down the drain. Not to mention the impact on the bottom line. It’s well established that customer acquisition cost (CAC) is as much as 5 to 8 times higher than retaining existing clients. Long-term clients are often more profitable too.
