Client Development through
Clients are the basis for any company’s existence. Therefore, a process-driven approach to client acquisition, retention and expansion (“A.R.E”) should be the key initiative on any leader’s shortlist. With 22 years of battle tested experience, our ClientFirst A.R.E™ program, the de facto standard for client A.R.E., have resulted in:
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91% client acquisition rate through Right Client/
Right Relationship and Target Account Selling
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99% client key account retention rate
Industry leading Net Promoter Scores for Client loyalty
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25% compounded annual growth rate
If you are not measuring A.R.E. on a regular basis, you could be setting yourself up for a major disaster. Contact us and we will happy to help. Our experienced executive operators can help you with any or all of the areas found below.
New Client Acquisition
Client acquisition management should be a structured set of methodologies and systems to convert prospects into customers. It begins with a well thought-out segmentation strategy and value hypothesis for each segment you plan to serve. Building a data base of these prospects and following through at regular intervals with value targeting and actioning will enable you to build brand awareness. This approach is critical to creating the "recognition of needs" and moving the prospect through the stages of the buying process.
Client Retention
As both sales and non-sales leaders think about the future of their company, they must always think about client retention first. You disagree? Just consider the following:
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According to Bain & Co., a 5% increase in client retention can
increase a company’s profitability by 25-95%
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A Gartner Study stated that 80% of your company’s
future revenue will come from just 20% of your existing clients
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A Lee Resource, Inc. study states attracting new customers
will cost your company 5 times more than keeping an existing customer.
Hard facts to swallow? Still not sold on the value of client retention?
Client Expansion
Client expansion through key account management and a well thought out cross-selling strategy will result in selling multiple products/services to more client users and effectively build higher brand loyalty and economic entanglement.
One prerequisite for successful cross-selling is being able to deliver operational excellence on the products and services you are already providing. It is highly unlikely a client will purchase more services from a mediocre supplier. Our ClientFirst A.R.E™ best practices around cross-selling include a cross-selling roadmap leveraging predictive analytics showing you the highest probabilities for successful cross-selling.
Where Will You Be in 90 Days?
Seven critical success factors for effective QBRs and tips for Client A.R.E.
Actionable Insights
Butler Street provides insights and a practical approach to planning, analyzing and implementing a closer relationship with your Key Accounts
Six Nightmare Words You
Hate To Hear
Discover the six words every sales manager, VP and CEO hate to hear from their customers.
