4 thoughts on “How to introduce big customers management benefits?”

  1. Big customer management? What is the management of big customers?

    How to do big customer management?

    Definition of big customer management:

    The implementation of large customer management is to centrally focus on the resources of the enterprise, attach great importance to the big customers, and deepen the needs and development needs of customers. Strategic customers with excellent products/solutions for large customers, establish and maintain continuous customer relationships, and help enterprises establish and ensure competitive advantages. At the same time, through the management of large customers, the method of solving the use of limited resources (people, time, and expenses) is fully put into large customers, thereby further improving the company’s market share and project signing success rate in each field, and improving the overall profit structure.

    The purpose of the management of large customers

    Themailing products or services by continuously tailoring products to meet the specific needs of customers, thereby cultivating loyal customers.

    The purpose of general customer management [1] can be summarized as the following two points: · Create high value for large customers under effective management control;

    · Effective effectiveness Under the management and maintenance of customer relationships and maintenance, it provides personalized solutions for large customers, so as to obtain long -term and sustainable returns from large customers.

    The category of large customers’ management involves a wide range of content from searching from many links such as customer clues, establishing customer relationships, selling potential customers to product installation and implementation, and after -sales service. But its purpose is only one: to provide continuous and personalized solutions for large customers, and in order to meet the specific needs of customers, so as to establish long -term stable large customer relationships to help enterprises establish and ensure competitive advantages.

    The advantages of the management of big customers

    Inned customer management, enterprises can maintain competitive advantages in the following aspects:

    · Keep corporate products/ The solution and competitors are different and can meet customer needs;

    · After establishing a business relationship with large customers, the two parties gradually understand and adapt to each other during the cooperation period, build trust with each other, increase emotions, and are easy Form the customer loyalty;

    · Form the scale of scale to obtain cost advantages;

    · Continuously extract valuable information in contact with big customers, develop with big customers with big customers Customer relationships are prepared to meet the needs of customers;

    · Analysis and researching customers, formulate personalized solutions, establish market segments to win customers and increase comprehensive competitiveness of enterprises.

    At the same time, big customer management is not an isolated management process or management method. It is the management of long -term investment in the enterprise.

    Customer strategy necessary means. Therefore, large customer management must be combined with the overall marketing strategy of the enterprise. It not only needs to systematically develop a system, scientific and effective market development, but also use strategic thinking to systematically manage large customers. Personal efforts of personnel at all levels. From the business strategy, business strategy, supply chain strategy, project bidding, the entire process of project implementation, the personal work, life, interests, and hobbies in the large customer organization must be analyzed and studied.

    It big customer management content

    In terms of content, big customer management is based on rigorous market analysis, competition analysis, customer analysis, and define target customers to determine Overall strategic direction, realize the system’s strategic planning management, goals and planning management, sales process management, team management, marketing management and customer relationship management, and provide standardized management methods, management tools, management processes and management processes and management processes and management processes Actual combat management chart.

    The contents of the management of large customers mainly include: strategic and target management, market and team management, sales management, control and relationship management, because the environment and the ability and resources they have in the company are located Different circumstances, the contents of large customers are not the same in different companies, but generally include:

    · Clarify the definition, scope, management, strategy and division of labor of large customers;

    · Establish a systematic full -process sales management, market management, team management and customer relationship management methods;

    · Unified customer service interface to improve service quality;
    n · n · n · n · Standardize the interface process and information flow content of large customer management and other related business processes, to ensure that cross -departments closely cooperate and quickly and effective corresponding support systems;

    · Optimized marketing/sales organization structure, clarify personnel of various positions Responsibilities to improve the operating mechanism of the customer team;

    · Performance assessment of each link of the enhancement process to ensure the smooth operation of the large customer process;

    · Establish market analysis and competition analysis Scientific models with customer analysis;

    · Use technical means to establish a strong customer relationship management support system; and so on.

    It big customer management functions

    A effective big customer management is the forward -looking strategic planning and process management specifications of big customers. Who is a big customer? What do big customers want? How to build a big customer strategy? How to get big customers? How do big customers manage? How to maintain big customers? How do big customers be operated for a long time? The functions of the management of large customers include:

    · Implementation of big customer management, in -depth understanding of customers

    The understanding of customers’ operations;
    n Their customers;

    The operating process of the industry where the customer is located;

    The value of the company’s product/solution to the customer business.

    · Implement the management of big customers, and understand the competitors

    The understanding of competitors;
    n R n
    The market segmentation of competitors;

    The competitive position of competitors;

    is the competitive advantage of competitors.

    · Implementing big customer management, reaching effective analysis

    The financially check your performance, correctly summarize the cause of success or failure, and learn lessons;

    Through comprehensive and profound understanding of customer needs through all aspects, and learn to use their own strengths to improve their shortcomings.
    · Implement the management of large customer, determine the priority sort

    The priority sorting of large customers according to customer value and potential;

    The relative importance of an enterprise determines the most effective allocation of resources.

    · Implement the management of big customers, clarify the main direction

    knows where you want to lead the customer;

    And the vision goal described by the purpose.

    · Implement the management of big customers, take proactive the initiative

    In the opportunity to find and see what others cannot see;

    Looking forward, and establishing action plans for common goals.

    · Implementation of big customer management, scientifically formulate plans

    The products, services or solutions to what products, services or solutions are produced to customers; Give full play to the strategy of customer potential and clarify the action steps needed to implement this strategy.

    · Implement the management of big customers, improve the team building

    Coufending a customer team with a common vision goal in an enterprise;

    This team team team The efforts that will make big customers and take consistent actions to achieve performance goals.

    · Implementation of big customer management, effectively coordinate communication

    Keng to take action at the right time;

    maintaining the information correctly and smoothly The two sides can make decisions based on it.

    · Implementation of big customer management, can mobilize all possible factors

    Meving the accumulation of customers;
    n Used to meet the needs of customers.

    · Implement the management of big customers to help customers solve problems

    In solutions to the delivery, installation or debugging of the product/solution;

    To help customers solve other problems within their own scope.

    · Implement the management of big customers, pay attention to customer dynamics

    maintaining the understanding of customer relationship;

    Improve the value obtained in communication.

    · Implement the management of large customers, accurately measure the evaluation

    evaluating the return of the company’s investment in the customer;

    Requirement needs.

    The strategic planning managed by large customers

    The strategic planning of large customers management should be based on the market and service of large customers, and use the system management platform to provide the highest quality service for big customers Based on this, the company has established its loyalty to customers and won a continuous competitive advantage relative to its competitors. The purpose of the big customer management strategic plan is to establish the company’s position in the market, successfully compete with competitors, meet the needs of customers, and achieve excellent performance.

    Only when the long -term large customer management strategy has been formulated, can it form a large customer -oriented corporate culture possibility. On the other hand, when enterprises implement a large customer management strategy, they are inseparable from organizational changes and cultural changes. At the same time, the long and long -term goals formulated by the large customer management strategic plan must be transformed into a short -term (annual) target in order to implement and evaluate in installments. The implementation of the strategic planning of large customers must be implemented through target management, and the benefits of the integration of medium and long -term targets and short -term targets must be used.

    The formulation process of the management strategy of the big customer includes:

    · Company’s business positioning, business mission statement; Opportunities and threats and challenges;

    · Internal environmental analysis, through objectively evaluating the company’s resources, competitiveness, corporate culture and decision makers, find out the opponents Advantages and disadvantages;

    · Target formulation: Based on the analysis of the company’s business positioning and the internal and external environment, formulate specific strategic goals, such as profit margins, sales growth, market share, technology research and development, brand brand, brand brand Image et al.;

    · Corporate strategy formulation, including the formulation of the overall strategy and marketing strategy of the enterprise. Corporate strategy formulation should solve the following problems: how to complete the company’s goals? How to defeat competitors? How to obtain continuous competitive advantages? How to strengthen the company’s long -term market position?

    · The formulation of the management strategy of big customer management strategies According to the results of corporate strategic planning, in -depth analysis of enterprise products/services, core capabilities, product production/installation bases, corporate culture, mission goals, established markets, brand images, technological development and other fields, and then formulate formulation Out of the big customer management strategy suitable for big customers. The formulation of the big customer management strategy should solve the following problems: Who is a big customer? What do big customers want? How do big customers manage? How can big customers be managed for a long time?

    · Determine the management of big customers management Strategy, determine the management strategy of large customers to comprehensively consider the following interests: use market trends (industry trends, specific customer development trends, technical trends, etc.); opportunities for customers to appreciate Make us more successful); use the weakness of competitors and so on.

    Imvania managed the application value of large customers

    1. Ensure that large customers can become the stable source of sales orders

    20%of customers bring 80%of the company’s company 80% Business. From the perspective of an enterprise, 80%of projects and income come from large customers with only 20%of their customers, while the number of scattered projects brought by small and medium customers accounts for only 20%of their operating income. Of course, this number is different from the specific scope and characteristics of the enterprise in terms of specific proportion, but it is beyond doubt that large customers are of great significance for enterprises.

    2. Make successful large customers generate maximum radiation effects

    From the perspective of industry customers, there are some leading companies in each industry, but the needs of these companies account for Most of the overall needs of the industry, and these companies are large customers who are competitive by most companies. If these large customers have changed a lot in demand, it is likely to directly affect the overall trend of its industry market. The company’s successful application experience of these customers will play a benchmark, and then radiates to the entire industry customers.

    3. Increase market share through the development of large customers

    The own organizational system for most large customers, with a wide range of geographical regions and rich business types. This makes large industry customers. The demand must be an integrated, stable and persistent planning, and does not have scattered and relatively independence as small and medium -sized customers. At the same time, the amount of large customers’ demand is considerable. Therefore, the development of large customers is not only the best choice for overall sales performance, but also an effective way to increase market share.

    4. Promoting the power of promoting the needs of large customers into corporate innovation

    In the context of a certain economic environment and management, the focus of corporate management lies in internal resource management. Often ignoring the integration of external resources directly facing customers, it lacks corresponding management.

    In large customer business strategies, the five business elements of marketing, production, research and development, technical support, financial finance, and internal management are required to pay more attention to the integration and application of external resources. Customer resources -based enterprise external resources are launched, and the organic combination of internal resource management and external resource management will be achieved to maintain continuous innovation.

    5. Make big customers the important assets of the company

    It customers become the arteries of enterprise development. Customer assets should be retained first. Because as long as the customer is satisfied with sufficient satisfaction, customer assets can bring long -term effects to enterprises.
    The enterprises through the implementation of large customer -oriented business strategies, strengthen the word -of -mouth effects of large customers, and make full use of their social networks to further optimize the management of corporate customer resources, thereby maximizing customer value.

    6. To achieve a win -win situation with big customers

    In traditional market competition, a corporate culture that maximizes the interests of the enterprise itself will often be formed. This Because the corporate culture can effectively enable the various resources of enterprises to obtain more profits, it has promoted the development of the enterprise for a long time. Under this thinking guidance, many companies consciously and unconsciously harm the interests of customers, which leads to low satisfaction and loyalty of customers.

    The business strategy orientation of large customers. We use big customers as an important asset of the enterprise. Therefore, enterprises should pay more attention to customer satisfaction, customer loyalty and customer reservations. Based on the cooperative relationship, while creating value for customers, enterprises can also obtain great profits, which truly realizes the “win -win” of customers and enterprises.

    808 Street network is a professional activity service and social platform, which mainly provides users with socialized relationship network services around business and workplace activities.

    I. As the first online platform in China, 808 Street Networks, web2.0 elements such as the release, recommendation, invitation, and strengthening social network through the event information to help enterprises and individuals (especially ones, especially ones, Traditional enterprises) solve problems such as brand promotion in business and social activities, expansion, information symmetry, social experience, and efficiency.

    The service experience and resource accumulation for the Chinese conference and exhibition industry based on the 808 Street network team in the past 10 years, we are convinced that we can fill in the market vacancies of the traditional business field in the Internet and the mobile Internet market.

    The commercial exhibitions of more than 8,000 games and millions of meetings, forums, lectures, training and other activities in China each year, more than 100 million people will participate in these activities each year.

    The target to become the preferred marketing cooperation platform for these event organizers, and relying on the number of users and the number of activities through continuous accumulated users, eventually developed into the Internet and the preferred Internet and expanding the relationship between the relationship between people. Mobile Internet services and social platforms.

  2. Big customers, 80%of the company’s turnover basically come from these small large customers. The advantage is that these big customers are the main business objects of the company. The disadvantage is that some big customers are very good and difficult to manage.

    So many companies have followed up with such so -called big customers.

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