Business
The latest episode of the Key Customer Growth podcast is out and it’s a good one! I talk about something I haven't heard spoken about in the key account context. It's usually only used in terms of marketing and sometimes from a sales perspective but never really as identified steps that are helpful for somebody managing a portfolio of top customers or a key customer themselves, where it can be really powerful. And this thing is.... the Customer Life Cycle. In this case, The Key Account Management (KAM) Life Cycle. So the big question here is… How do we know what stage our customer relationships are actually at? It’s a challenge to know, but when we do, the knowledge will improve our customer relationships. I go in-depth on the eight stages of the Customer Life Cycle, which is a vital model for giving greater clarity and confidence in the steps taken by your customers, in this episode. If you’d like to know how to implement the full relationship journey of your customers inside your organisation, listen to the episode and read my blog post on KAM Customer Life Cycle.