CUSTOMER BUSINESS REVIEWS

Think about your biggest and best customers.  What would happen if you lost any of them?

What are you doing to truly integrate and grow your business with your most valuable customers?

How does your sales force anticipate the requirements of your largest customers and uncover any issues that could put you at risk of losing the business?

Today’s sales professionals believe they are doing what is expected to retain their most valuable customers.  They’re highly responsive, they’re alert to competition, and they make every effort to provide the best the company has to offer.

Unfortunately after a while, relationships tend to be taken for granted. When this happens and some needs are not fully being met, competition threatens.

Research shows that one of the most valuable tools for keeping and expanding your presence with your best customers is also one of the most overlooked tools: holding Customer Business Reviews.

What is a Customer Business Review?  It’s a formally scheduled two-hour meeting between key representatives of both your company and a top customer’s company. The session is designed to review your business together, highlight key accomplishments, discuss outstanding issues or problems, and agree on a plan for future growth.
 
The Customer Business Review workshop is 4-hours of hands-on learning that provides your salespeople everything they need to hold well-run, powerful business reviews with their most valuable customers.

In their prework, participants select an actual account they would like to hold a review with and use this customer as a basis for activities throughout the workshop. Participants learn who to invite – from both companies – and how to approach the customer on holding a business review. They learn how to prepare all the materials needed, and specific ways to lead the meeting in order to move the business forward.  All materials used in a review are customized for your organization, ensuring that your unique business conditions remain forefront.

Customer Business Reviews are truly a win-win: After holding these meetings, 

Salespeople have said their customers opened up more than ever before and the knowledge gained is invaluable.

Customers say the process shows that their business isn’t taken for granted. In fact, one salesperson said that after holding a business review with one of his best customers, another customer heard about it and asked the salesperson when his company’s meeting would be held!

These sessions increase loyalty, help your organization anticipate the future, and establish the basis for growth in both of your businesses.

Customer Business Reviews. 

They can be the lifeline to retaining and growing business with the customers you can’t afford to lose.