Xtenso

Consulting

Maximum Value from Existing Customers

Your most valuable asset – your customers

For many companies, growing revenue means finding new customers in an increasingly competitive environment. Often customer churn exceeds the value that can be generated through new customers and leads to a downward spiral in both revenue and profitability.

Implementing a Customer Account Development programme to Protect and Grow revenues from your existing customer base will reduce customer loss and generate new, profitable revenue streams.

At Xtenso we can implement and provide ongoing support for a Programme tailored to suit your account development needs:

The Account Development Plan

We will build an account plan for your particular market and company profile around 6 Key Performance Areas:

• Contact Strategy
• Customer Plans and Drivers
• Product and Services
• Revenue Streams
• Service Management
• Competition.

Sales Team Training and Implementation

We will provide training to introduce the new process to your sales team.  Then we will work with them to establish their individual plans and help them set Account Objectives, Strategies, Tactics and Action Plans to drive the results you need.

Regular Account Reviews

We will meet with your sales management and team members on an agreed basis to measure results and help establish course corrections as necessary.

Account Development Workshops

We will establish and manage joint customer planning workshops in order to ensure customer buy-in to your programme.