Building B2B Relationships

How to Identify, Map and Develop Key Relationships to Win More Business
1. Auflage 2024
ISBN: 978-1-398-61541-0
Verlag: Kogan Page Ltd

Buch, Englisch, 296 Seiten, Format (B × H): 156 mm x 234 mm

With more people involved in B2B buying decisions and deals becoming more complex than ever, it's imperative to properly understand who the key stakeholders in each of your deals are and how to engage with them.

Building B2B Relationships presents a step-by-step guide to mapping, researching and leveraging the relevant relationships, helping you to win more and win faster.

Providing a flexible methodology that can sit alongside whatever sales process you have in place, this book supports all kinds of deals, whether it's providing a better understanding of your Key Accounts, helping guide large complex deals, or winning new pilots and new business. By mapping, monitoring and measuring your relationships with all relevant stakeholders, you'll be able to better utilize each one in order to drive business. With real-world examples from major global clients who have successfully implemented this methodology, such as KPMG, Deloitte, Cognizant and PwC, learn how you can leverage your B2B relationships to maximize results.

Autoren/Hrsg.

O'Sullivan, Ryan

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Kundenbeziehungsmanagement, Kundenpflege
• Wirtschaftswissenschaften Betriebswirtschaft Marktforschung
• Wirtschaftswissenschaften Betriebswirtschaft Management Internationales Management
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

Chapter - 01: Why do relationships matter? Chapter - 02: What is a trusted business relationship? Chapter - 03: Introducing relationship mapping: What it is and why it's important? Chapter - 04: Step 1 - Building a Relationship Map Chapter - 05: Step 2 - Research & Intelligence Gathering Chapter - 06: Step 3 - Relationship Engagement Strategy Chapter - 07: Applied to Key Account Management Chapter - 08: Applied to large, complex deals Chapter - 09: Applied to pilots and new projects Chapter - 10: Going to the next level

Über Autor(innen)

O'Sullivan, Ryan
Ryan O'Sullivan, based in London, UK is Head of professional services EMEA & APAC at Introhive where he advises clients such as PwC, Deloitte and KPMG on how they can better utilise their firmwide relationships to improve business performance. Prior to this, he spent 8 years at Infosys Infosys, applying the same relationship mapping processes to improve the win rate of strategic deals before completing his Doctorate researching B2B relationships. Now a regular speaker at industry events, he also guest lectures at various universities such as the Cranfield School of Management and Portsmouth Business School.

Ryan O'Sullivan, based in London, UK is Head of Professional Services EMEA & APAC at Introhive where he advises clients such as PwC, Deloitte and KPMG on how they can better utilize their firmwide relationships to improve business performance. Prior to this, he spent 8 years at Infosys, applying the same relationship mapping processes to improve the win rate of strategic deals.