By
Sid Chadwick
Facebook
Facebook
Twitter
Twitter
LinkedIn
LinkedIn
Email
Email
0 Comments
Comments
10) Conduct a review of “target account performance changes” at least quarterly. Few organizations closely review their customers’ performances from quarter-to-quarter and year-to-year. Sample issues deserving critical review and senior management discussion include (but are not limited to): (a) changes in account revenues, (b) changes in products and services requested, (c) changes in account margins, (d) changes in requests for quotes and quote-hit-ratio performance, (e) changes in key personnel, (f) follow-up from previous periodic business reviews, (g) account attendance at company-sponsored functions, such as education sessions or an open house, and (h) reasons for lost accounts.
0 Comments
View Comments
Sid Chadwick
Author's page
Related Content
Comments