Customer development

Customer acquisition
Customer development
Customer retention
Customer interest
Customer win-back

You are in highly competitive markets!
Your sales force complains about stiff competition and price deterioration! Your key figures in the cockpit of the balanced scorecard have been indicating a change in the market for some time now!

What do you do to counteract this development?
What measures allow you to control your sales situation optimally? And before you take corrective measures, you have to scale the situation!
What is your sales controlling set-up?

How do you ensure the change process for your sales force – in customer support and in the field?
How well do you know your customers (behavioural style / responsibility profile / relationship profile…)
How high is the customer churn rate?
How high is customer satisfaction?
How high is the up- and cross-selling potential? (customer value)
Was your introduction of key account management successful? (on a national / European /global level)
How do you acquire new customers?
How do you create customer loyalty without forfeiting your contribution margin?
How good are your price negotiations?

We have to ask all these questions and answer them carefully. After all, the key to market success is the orientation towards your customers and your customers’ customers, your customers’ customers’ customers and so on....!
The success of your company can be built on co-workers who are aware of the productivity of their company and the benefits it has for the customers, an exact customer classification, a well thought out sales controlling system and targeted customer management.

When it comes to these and similar questions of customer development the corresponding SPPC experts will see you successfully through all these development processes.