Customer Obsession

Customer ObsessionsPrograms

Challenge

You are a key account manager or partner, your top customer has developed quite nicely over the last few years. But growth is slowing down from month to month, new projects are coming in slowly, it’s getting tough. You actually think you know your customer well, but if you’re honest, you’re missing the famous “big picture” – and that’s not uncommon in large corporations.

Benefit

Especially in an important customer relationship, positioning, strategy and relevant stakeholders should be analyzed systematically, so that you can reliably increase your relevance with the customer.

Content

In our Customer Obsession Program, we teach the account teams the method and discuss challenges, goals, measures and result formats based on your specific customer example. Afterwards, it’s the teams’ turn: they have 8 weeks to establish the agreed measures on site within the framework of an Opportunity, Positioning and Relationship Action Plan. In final classrooms, the teams present their real results followed by a negotiation training to ensure they get the next deal safely across the finish line.

USP

These combined workshops and coaching sessions usually pay off measurably after just a few weeks: real customers, real opportunities, various win tactics. Deal or no deal.