The customers you already have
More revenue from the customers you already have.
Your best customers already trust you, and most of them buy only part of what you sell. Some have quietly started ordering less. We find both in your order history and give your account managers a plan for each account worth growing or saving.
How it works
Four steps, in this order.
-
Read the order history
01We read several years of orders by account and product line: how often each customer buys, what it buys and at what price.
-
Find the gaps
02Accounts that have lapsed or are slipping, product lines a customer probably buys from someone else, and prices out of line with what the account takes.
-
Write account plans
03For each account worth growing or saving: who to talk to, what to offer and why now. Plans are short enough to be used.
-
Work the plans
04Account managers work the plans with our help, and results are reviewed against the signed baseline.
What we build
What we build.
A lapsed-account list
Customers who stopped ordering or are ordering less, with what they used to buy.
A product-line map
Which lines each top account takes from you, and which it doesn't.
Share-of-wallet estimates
What each top account likely spends elsewhere on the lines you sell.
A pricing review
Accounts priced out of line in either direction, flagged for the owner to decide.
Account plans
One page per account worth growing or saving.
An account review
Results per account against the baseline, reviewed with the account managers.
When it fits
This is usually the right place to start if:
- A few large customers carry most of the revenue.
- Customers buy one or two product lines out of many.
- Nobody notices when an account starts ordering less.
What the company ends up with
Top accounts buying more, and fewer customers leaving without anyone noticing.
Questions
How do you know what they buy elsewhere?
We estimate it from what comparable customers buy from you and from the size of the account's operation. Account managers confirm it in conversation before anything is offered.
Won't customers think we are pushing them?
Plans are built on what each account needs and already buys. Most customers prefer fewer suppliers they trust.
Do you raise our prices?
The pricing review flags accounts priced out of line in either direction. The owner decides what to change.
Who works the plans?
Your account managers or the owner. We write the plans, sit in on the first conversations if useful, and review results.
Find out what's already in your records.
Every engagement starts with a Blueprint Call: two conversations about your numbers and where your customers come from.