What relationship stage are your customers in today?
How much should you invest in each of your customer relationships?
Account management exists for the purpose of helping companies to nurture their customer relationships but it is primarily a business development activity. Given this, it is natural to seek ways to deepen customer relationships wherever possible to not only drive the stickiness of the engagement, but to uncover new opportunities for both companies to create and share more value.
But not every customer relationship is ready to grow with you. Use our handy customer relationship questionnaire to help you decide where to allocate your time and resources.