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Engagement Summaries |
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Selling To The Client's Business Strategy & Style Increases Loyalty & Retention
How Quickly Developing Expertise In The Clients & Their Business
Strategies Saved Major Accounts At Risk . . . Against The Odds!
The Situation: |
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• As a result of a supply shortage prices are
rising by over 150%
• Competition for experienced sales & services
teams is at its peak
• A new more demanding strategy is causing the
morale of sales &
service teams to drop
• A major accounts team defects to a competitor -
placing their
entire book of business at risk
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The Challenge: |
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• Retain the defecting team's accounts - all of which are Premier
• Minimize the work load increase from the recovery process
• Limit the damage of the defection to the
— Brand
— 3rd and 4th Quarter results
— Morale of the remaining teams
• Act decisively within 10 days
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The Solution |
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• Change the rules of competition
• Demonstrate valuable expertise at the client's
business and
organization - don't sell products and capabilities
• Apply two practical tools to understand
— The key players in each "at risk" account
— How to sell to the client's business strategy
• Talk with "at risk" clients about supporting their business strategy
and key internal players - don't present capabilities
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The Results: |
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• 75% retention of "at risk accounts"
• Improved morale among sales & service teams
• Increased differentiation & brand recognition in the market
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