Developed and helped execute deeper and wider client relationships for rapid growth for a leading ancillary services firm.
Our client, a leading ancillary services firm was facing declining revenues, lost market share and stagnant client base. Client satisfaction was not improving, and the pipeline of leads was shrinking while the cost of sales still remained high. We were asked to assist in defining growth platforms and help execute them for the company to get back on a growth path. Building deeper client relationships was one of the key platforms for rapid growth.
Industry – Professional Services, Ancillary Services
Area – Customer Relationships Management
Service – Sustainable Growth Solutions
Solutions – ARMS - Account Relationships Management System
Using ARMS, valueideas assessed the revenue base and analyzed customers, their relationship status and calculated their value using the Relationship Index. We prioritized each account for the account executives and developed a focused strategy for relationship development. We developed customized execution plans by account executive and by account, a self measurement, monitoring and management system. A training module for the whole organization was created building on our philosophy that everybody contributes to building a strong customer relationship.
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