In today’s dynamic, global and knowledge-intensive business environment, the quality of an organization’s relationships with its key clients is a substantial determinant of long-term profitability. Strong client relationships—characterized by a high degree of trust and mutual knowledge—lead to account penetration, lower transaction costs, customization of service delivery, In turn, it results in a superior ability to create and extract value as well as greater relationship stability when client and firm executives change roles. A network perspective can help organizations optimize collaborations within account teams and with clients, replicate the networks of high-performing sales people, and increase revenue-generating interactions.
Foster Collaborations that Generate High-End Sales (e.g., Cross-Selling)
Optimize Key Account Team Strategies
Replicate Networks of High-Performing Sales People
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