Product Description

20% of your customers create 80% of your business revenue, but still 40% of suppliers cannot identify their key customers.

The handbook of KCRM (Key Customer Relationship Management) is the definitive guide to winning, managing your key customers and provides you with all you need to know about how to develop your business for them.

Enterprises that are not in the mainstream of technology will find themselves at a distinct competitive disadvantage as customers will equate lack of tailored technology with lack of concern. Get the competitive advantage, before your competition gets your customers.

Procter & Gamble

Marks & Spencers

Ford

Hawlett & Packard

IBM

Product Details

• Amazon Sales Rank: #180769 in Books
• Published on: 2000-12-13
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 401 pages

About the Author

Ken Burnett, FIMC is a Management Consultant based in London specialising in management development, sales and marketing. He is a foremost authority, writer and seminar leader on the principles, practice and problems of constructively managing supplier-customer relationships.

His consulting career spans over thirty years, in which he has worked with almost 400 different industrial, consumer and service industry corporations world-wide.

He has spent the past few years developing practical software systems and training modules particularly in the area of customers relationship planning and development.

Customer Reviews

Practical and accessible handbook for Key Account Managers
This is a book written by a guy who has clearly sold to Key Accounts himself. It is full of practical suggestions - some sophisticated, others just beautifully practical (EG try and negotiate BEFORElunch). I liked the section on Value driven strategy - when you present to customers, focus on the value you are creating in their business rather than the price they are paying. He also takes the reader through creating an individual business plan for each key customer. He understands the Customers that Count.

Great inside Knowledge
Great inside Knowledge on how some of the top preforming companies get that way. The book is very easy read and is broken up, which enables the reader to read chapter 6 then 10 etc... The book is filled with good working exaples of leading companies & from a sales point of view, I found this book a great asset.