The Boardroom Review....

Think about the last contract you lost?

Contracts are won and lost today because of the customer experience1. And how you sell not what you sell is more important than ever2. So why, when suppliers are consistently delivering their SLAs and contract terms, are they often not growing revenues or even retaining their con-tracts? It’s because buyers and sellers are not creating effective communities to collaborate, demonstrate successes, reveal opportunities and flag problems. As business relationships have got more complex the problem has grown. Sound familiar….?

Was this your boardroom after a contract loss?

Was this your loss review with your Client?

What reasons did your Client give?

So your client said it was time for a change, but why? You showed innovation, delivered the con-tract, brought in your leadership team, but still they thought you were difficult to work with? “The problem in communication is the illusion that it has taken place”3; Client Share research shows that your clients find most suppliers hard to work with. Clients say that awards go to the compa-nies who understand them. So that’s why creating a digital community to allow stakeholders to collaborate, share and bring to life the relationship is critical to success.

[1-CEB, Aberdeen 2–APS / Corporate Visions 3-George Bernard Shaw]

Think about the last contract you won….

What was so special about this last win? Was your service or product better? Was it your price? Or was much simpler than that? Social Selling research4 shows that companies win or retain busi-ness when they deliver the best customer experience; the biggest differentiator isn’t actually your offering but your people and how you engage with your client. Chances are you won because you understood your client; you knew the stakeholders and key drivers; and knew what you had to do to win. Client Share gives you the digital platform to manage and develop your relationship.

What about your boardroom when you win?

And why did your Client say they awarded you the contract?

What does success look like for your Client?

Did they say your price was the deciding factor? Unlikely. In fact, they probably paid a premium because they felt that you and your team understood and knew them intimately, mirroring their culture and drivers; your offering and roadmap was clear to them; and your team listened and acted on their feedback. Crucially you were easy to work with. So we’re back to ‘how you sell’ not ‘what you sell’, and that’s what makes the difference. At Client Share that’s what we do: help deliver better results by improving the relationship between buyers and sellers across the globe.

[4-Tim Hughes Social Selling: Techniques to Influence Buyers & Changemakers]

Digital Relationships?

We all use digital technology in our con-sumer life from social networks to instant messaging. But the business world is behind. We think a digital relationship in business is a place where companies can securely and interactively share and col-laborate, invite colleagues, and demon-strate success; and feedback can be shared and improvements made and rec-ognised. This, supported by analytics to help gauge relationship strength forms the basis of Client Share - your personal-ised supplier-client platform to manage your business relationship and deliver results time and time again.

How the Customer Experience should be….

….how good is your relationship?

Typical results through improving your Customer Experience with Client Share….

….and we’ll contract to deliver ROI

Delivering Return on Investment in 60 days

The Boardroom Review....

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Transcript of The Boardroom Review....