Top Influencer
Top Champions
Decision Maker
Relationship Management focuses on identifying the needs of existing and potential customers and ensuring that these needs are addressed through appropriate services and solutions.
Relationship Management provides answers to key questions such as:
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Who are the decision-makers?
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Who is responsible for the project?
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Who influences the decision-making process?
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Is everyone aware of the value and benefits of the solution under consideration?
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Are timelines and budgets aligned and agreed upon?
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Is the right team in place?
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Are the relevant partnerships working effectively?
Relationship Management can also involve lobbying. „Lobbying" is often characterized by four key activities:
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Gathering information
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Exchanging information
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Influencing decision-making
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Strategically aligning activities and engagement
Relationship Management is essential for sustainable sales success. Its importance is often only recognized when it is already too late.