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Managing B2B Customers You can't Afford to Lose
Author: Peter Browne

ISBN: 9780957918931
Format: Paperback
Number Of Pages: 232
Published: 29 August 2014
Country of Publication: AU
Description:
From our experience the Top 10 to 20 accounts of any B2B organisation typically represent 60-80% of revenue and profit. We have seen cases as high as 95%. The consequences of losing one of these customers are dramatic, and in today's business environment it is almost impossible to replace these customers; your competitors will protect them at all cost.

Companies commonly retain customers the 'easy' way: by discounting prices, by increasing rebates, by extending terms and by providing more for less. This book shows a different way to manage your most important customers more effectively, and how you can drive the growth through your most important customers. So your most important customers become a strategic asset instead of a strategic risk.

About the Author

Peter Browne was born in New Zealand and served for 22 years in the Army seeing active service in Malaya, borneo Brunei and Vietnam. He now lives in Australia and has been busy as a radio announcer and actor.

His book The Irrawaddy was based on his jungle experiences in the Army and his time ...

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