^SPExcellence™ - Relationship Capital

How organisations engage with their customers, partners and suppliers can be a key source of competitive advantage. The quality, depth and focus of these relationships will be a significant contributor that defines the parameters of success and failure for all organisations. However, these same organisations often have no conscious strategy and operational plan for managing these relationships, other than around the transaction buy/sell cycle.

Using SalesPathways own proprietary methodologies for defining the existing relationship equity and developing strategies for creating new relationship types can give organisations additional competitive advantage. Organisations that have real customer intimacy are much more effective in their account planning, key account management, developing co-venturing opportunities, signing longer contracts, and setting win/win pricing conditions.

Another major driver in Relationship Capital development is understanding Wallet Share™, SalesPathways powerful customer engagement model. This provides salespeople with the tools to not only engage with the customer (or prospective customer more effectively) but also for them to systematically increase the account value (share of wallet) from each customer.

Contextual Literacy™ unlocks the potential is sales and service organisations to position themselves as value-adding partners in the customer relationship. The relationship capital is deepened because of the insights gained and the connections made. My using our contextual literacy framework organisations can better capture best practice, identify internal coaches and role models creating a more informed customer sales/service population. Contextual literacy is beyond training, it place you at the heart of the customer experience.