- Leadership Programmes
- Team Building Programmes
- Behavioral/Self Development Programmes
- Strategy Programmes
- Finance Programmes
- Kaizen Programmes
- Marketing Programmes
- Northpoint-Infinity (UK) Programmes
- Gurumantra Series
|
| Northpoint-Infinity Strategic Customer Management |
Strategic customer management can contribute significant profits whilst increasing revenues and leveraging customer satisfaction beyond traditional territory sales. At this the strategic level, key account, top-tier selling is delivered as relationship selling where the partnership and integrated supply chain positioning of the two organisations directly affects their respective businesses.
The programme of workshops moves beyond just the value of products, services, or systems and focuses more on the solution and architecture sell that looks at how a combined strategy will make a positive impact on the customer's bottom line.
The key to successful customer management lies in not only how to work with selected customers but deciding which customers should and can be included in the process for maximum financial return. The physical activity of the workshops is highly contextualised around the planning and selection of strategic customers. From there further discussion drills down to create a comprehensive individual account plan with an associated activity schedule based around agreed objectives and key performance indicators.
To complement the enhanced activity plans, the behaviour of the account manager is developed for additional breadth, commercial acumen and customer relationship management strategy in order to match the needs of the key decision makers within an account. We investigate the behaviours of these power based customers and look at strategies to best influence and partner with them whilst combining their buying cycles, whilst thinking more like a buyer, with more subtle selling cycles
Topics covered include:
- Customer Relationship Management - understanding the behaviours of your key customers and adapting your approach when selling to the top tier of management
- Planning a Customer Management Strategy - who is a key customer? What can you realistically achieve? Includes an analysis of current performance and required positioning through a set of programme units including:
- Brand Management -Competitive positioning and analysis
Customer needs analysis
Our ability to deliver against those needs
- Implementing Strategic Customer Management - how to migrate from where you are today to a more strategic approach
- Strategic customer management for key account managers - the operational skills required to manage strategic customers
- How to realise revenue from strategic customers - an in depth look at how to use planning and account teams to deliver financial objectives for your and for the customer's organisation
- Bid and Tender management - how to manage, write and present more effective responses to ITTs
- Strategic Negotiation - A buyer's perspective, understanding their view of what customers really expect
|
|
