Relationship Assessment is a Salespunch™ tool for measuring the strength of existing relationships and vulnerability to competitors. In almost all businesses, when the spotlight is turned on to what are perceived to be the best business relationships, gaps exist that the owners of those special relationships are blissfully unaware of. This tool provides the means to objectively evaluate the relationship between two businesses based on criteria that are important to your business rather than emotional instinct. Criteria that might be used to measure the strength of a business relationship: No. of customer contacts (what happens if your one single point of contact leaves?) No. of your contacts regularly engaging with the customer (What if your account manager 'defects' to your competitor?) Are we high enough and broad enough in relation to the decision-making process? (Do we know where the threats and opportunities are?) No. of referrals Their rating of us versus the competition Range of products / services bought
Driven by a consultancy-led session with your Salespunch™ coach to encourage consideration of good 'lock-in' mechanisms and those things that make it difficult for the competition to penetrate the account, this tool is designed and constructed specifically with your business in mind. Your relationship assessment tool adds value as a stand alone tool or when used as part of a wider account plan. SISTEM™ Account Plans often includes an objective relating to the Relationship Assessment score. Not surprisingly, to raise this score by even a couple of percentage points requires focussed minds and produces detailed action plans with a view to building robust business relationships. Contact your Salespunch™ coach for a demonstration of how Relationship Assessment can quickly be applied to your business. |