A multi-billion dollar energy services company had three problems:
- Their employees had little experience or understanding of the business issues of their largest customers
- The company had never developed a methodology to value its largest customers in a way that justified investments in managing relationships
- The company was product rather than customer centered.
What We Did:
We used the S4 assessment process to develop strategic plans for the firm’s largest customers, developed a custom training curriculum for strategic account managers, and helped the company develop a customer-driven corporate strategy.
Results:
The company increased its revenues, created long-term win-win contacts with it’s largest customers and solidly positioned itself for future growth.
