Q. How does an organisation maximise business from current clients?
A. There are 4 main ways: - |
- Introduce a client relationship management programme. CRM is, essentially, the identification and systematic management of an organisation's most profitable clients to achieve sustainable growth in profits.
- Establish a planned and efficient client research programme. Client research is an essential tool of customer service and relationship management, and is a leading indicator of performance. It provides insight into the effectiveness of an organisation’s operations, the strength of its market position, emerging issues and opportunities, and problem areas warranting attention.
- Effective cross selling. Cross selling is providing a client with a number of different products or services thereby ‘locking’ the client into the organisation to encourage loyalty and commitment.
- Client feedback projects. Surveys uncover what customers feel is important in their relationship with their suppliers and how they rate the business’s performance.
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