{"id":4845,"date":"2019-06-28T13:33:16","date_gmt":"2019-06-28T11:33:16","guid":{"rendered":"https:\/\/phronesys.eu\/?p=4845"},"modified":"2024-04-05T12:56:01","modified_gmt":"2024-04-05T10:56:01","slug":"die-bedeutung-des-beziehungsmanagements-im-b2b-sektor-2","status":"publish","type":"post","link":"https:\/\/wp.phronesys.prod.aws.phronesys.eu\/de\/die-bedeutung-des-beziehungsmanagements-im-b2b-sektor-2\/","title":{"rendered":"Die Bedeutung des Beziehungsmanagements im B2B-Sektor"},"content":{"rendered":"<div data-elementor-type=\"wp-post\" data-elementor-id=\"4845\" class=\"elementor elementor-4845\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3c4fd20 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3c4fd20\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-bcd81b2\" data-id=\"bcd81b2\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-75e50ba elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"75e50ba\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-0099202\" data-id=\"0099202\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-f43236e elementor-widget elementor-widget-text-editor\" data-id=\"f43236e\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Im B2B-Sektor (aber auch im B2C-Sektor) haben wir festgestellt, dass immer mehr Unternehmen dem Beziehungsmanagement in den letzten Jahren besondere Aufmerksamkeit geschenkt haben. Aber was ist Beziehungsmanagement? Beziehungsmanagement ist der Aufbau, die Vertiefung und die St\u00e4rkung von <b>langfristig<\/b> und <b>wertsch\u00f6pfend<\/b> Beziehungen zu Ihren Kunden.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-5b57da7\" data-id=\"5b57da7\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7716d81 elementor-widget elementor-widget-image\" data-id=\"7716d81\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<picture><source srcset=\"https:\/\/wp.phronesys.prod.aws.phronesys.eu\/wp-content\/uploads\/2019\/06\/high-five.webp\" type=\"image\/webp\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1000\" height=\"806\" src=\"https:\/\/wp.phronesys.prod.aws.phronesys.eu\/wp-content\/uploads\/2019\/06\/high-five.png\" class=\"attachment-large size-large wp-image-6317\" alt=\"Vektor erstellt von stories - www.freepik.com\" srcset=\"https:\/\/wp.phronesys.prod.aws.phronesys.eu\/wp-content\/uploads\/2019\/06\/high-five.png 1000w, https:\/\/wp.phronesys.prod.aws.phronesys.eu\/wp-content\/uploads\/2019\/06\/high-five-15x12.png 15w, https:\/\/wp.phronesys.prod.aws.phronesys.eu\/wp-content\/uploads\/2019\/06\/high-five-300x242.png 300w, https:\/\/wp.phronesys.prod.aws.phronesys.eu\/wp-content\/uploads\/2019\/06\/high-five-768x619.png 768w, https:\/\/wp.phronesys.prod.aws.phronesys.eu\/wp-content\/uploads\/2019\/06\/high-five-370x298.png 370w, https:\/\/wp.phronesys.prod.aws.phronesys.eu\/wp-content\/uploads\/2019\/06\/high-five-400x322.png 400w, https:\/\/wp.phronesys.prod.aws.phronesys.eu\/wp-content\/uploads\/2019\/06\/high-five-900x725.png 900w, https:\/\/wp.phronesys.prod.aws.phronesys.eu\/wp-content\/uploads\/2019\/06\/high-five-372x300.png 372w, https:\/\/wp.phronesys.prod.aws.phronesys.eu\/wp-content\/uploads\/2019\/06\/high-five-837x675.png 837w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/><\/picture>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\"><a href=\"https:\/\/www.freepik.com\">Entworfen von Freepik<\/a><\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-6ec62e0 elementor-widget elementor-widget-text-editor\" data-id=\"6ec62e0\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"letter-spacing: 0em;\">Warum ist das Beziehungsmanagement so wichtig f\u00fcr Ihr Unternehmen? Was sollten Sie beim Aufbau und Management von Beziehungen beachten? Wie kann die Technologie Sie auf dem Weg zu nachhaltigen Win-Win-Beziehungen unterst\u00fctzen?<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-63acd22 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"63acd22\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1dddf14\" data-id=\"1dddf14\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7dbbdc0 elementor-widget elementor-widget-heading\" data-id=\"7dbbdc0\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Warum Beziehungsmanagement?<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6df4956 elementor-widget elementor-widget-text-editor\" data-id=\"6df4956\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Um zu verstehen, warum das Beziehungsmanagement ein so wichtiger Aspekt im Umgang mit Gesch\u00e4ftskunden ist, m\u00fcssen wir einige Merkmale des B2B-Marktes hervorheben.<\/p><ul><li>Auf Unternehmensm\u00e4rkten gibt es oft eine Entscheidungseinheit (DMU), in der verschiedene (oft geschulte) Mitarbeiter gemeinsam entscheiden m\u00fcssen, ob sie ein bestimmtes Produkt oder eine bestimmte Dienstleistung kaufen oder nicht. Dies macht den Entscheidungsprozess im Vergleich zu einem B2C-Markt schwieriger und l\u00e4nger;<\/li><li>Die Komplexit\u00e4t der Waren im B2B-Sektor ist im Allgemeinen h\u00f6her als im B2C-Sektor. Der Entscheidungs- und Kaufprozess beim Kauf z. B. einer komplexen Unternehmenssoftware unterscheidet sich vom gleichen Prozess beim Kauf eines T-Shirts oder einer Hose.<\/li><li>Auf den Gesch\u00e4ftsm\u00e4rkten gibt es in der Regel f\u00fcr jeden Anbieter relativ wenige Kunden. Dies st\u00e4rkt die Position der Kunden;<\/li><li>Auf den Gesch\u00e4ftsm\u00e4rkten geht es oft um gro\u00dfe Summen, was ein gewisses Vertrauensverh\u00e4ltnis voraussetzt, bevor ein Kauf get\u00e4tigt werden kann;<\/li><li>Und so weiter und so fort.<\/li><\/ul><p>All diese Faktoren deuten darauf hin, dass die Gewinnung neuer Kunden schwieriger, teurer und zeitaufw\u00e4ndiger ist als die \"Pflege\" bestehender Kunden... Und genau deshalb ist das Beziehungsmanagement so wichtig. Ein gutes Kundenmanagement sorgt daf\u00fcr, dass die Kundenfluktuation verringert wird, was Ihnen Geld und Zeit spart.<\/p><p>Mit anderen Worten: Durch Beziehungsmanagement steigern Sie den Customer Lifetime Value Ihrer Kunden. Lesen Sie mehr \u00fcber den Customer Lifetime Value und wie man ihn berechnet auf <a href=\"https:\/\/blog.hubspot.com\/service\/how-to-calculate-customer-lifetime-value\">HubSpot-Blog<\/a>.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7d26bcc elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7d26bcc\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-f3ae75d\" data-id=\"f3ae75d\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8f13020 elementor-widget elementor-widget-heading\" data-id=\"8f13020\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Wie kann man Beziehungen pflegen?<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-845159f elementor-widget elementor-widget-text-editor\" data-id=\"845159f\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Das wichtigste Element eines guten Beziehungsmanagements ist die Tatsache, dass es in zwei Richtungen funktioniert. Es muss sowohl f\u00fcr Sie als auch f\u00fcr den Kunden einen Nutzen bringen. Hier sind ein paar Tipps...<\/p><ul><li>Beauftragen Sie eine oder mehrere Personen in Ihrer Organisation mit dem Beziehungsmanagement, um Kontinuit\u00e4t und Koh\u00e4renz zu gew\u00e4hrleisten. Der Mitarbeiter wird im Laufe der Zeit in seiner Rolle wachsen. Au\u00dferdem schaffen Sie f\u00fcr den Kunden ein gewisses Muster der Wiedererkennbarkeit, da er oft auf dieselbe Person treffen wird;<\/li><li>Klassifizieren Sie Ihre Beziehungen. Alle Kunden sind wichtig. Aber wenn wir realistisch sind, sind nicht alle Kunden gleich wichtig. Das sollten Sie beim Beziehungsmanagement unbedingt im Auge behalten. Auf diese Weise k\u00f6nnen Sie die Zeit, die Sie daf\u00fcr investieren, effektiver nutzen. Wie Sie Ihre Kunden kategorisieren, bleibt Ihnen \u00fcberlassen, aber ein g\u00e4ngiges Modell f\u00fcr die Klassifizierung von Beziehungen ist die ABC-Analyse. Bei diesem Modell teilen Sie Ihre Kunden anhand einer Variablen, z. B. des erzielten Gewinns, in drei Kategorien ein. Je nachdem, in welche Kategorie ein bestimmter Kunde f\u00e4llt, passen Sie dann die Beziehungsbem\u00fchungen an;<\/li><li>Ein weiterer guter Tipp f\u00fcr das Beziehungsmanagement ist die Einbeziehung Ihrer Zielgruppe in die Designphase Ihres Produktentwicklungsprozesses. Ein gutes Beispiel daf\u00fcr ist das Prinzip des Design Thinking. Mit dieser Technik k\u00f6nnen Unternehmen ihre Produkt- oder Dienstleistungsentwicklung vollst\u00e4ndig auf den Kunden ausrichten. Die erste Phase des Design-Thinking-Prozesses beinhaltet daher \"Empathie\". Ziel ist es, Annahmen zu eliminieren und ein Produkt oder eine Dienstleistung in Zusammenarbeit mit dem Kunden so zu entwickeln, dass es seine spezifischen Bed\u00fcrfnisse vollst\u00e4ndig erf\u00fcllt. Wer seiner Zielgruppe zuh\u00f6rt, schafft Werte;<\/li><li>Und so weiter und so fort.<\/li><\/ul><p>Bleibt die Frage, wie Sie den \u00dcberblick \u00fcber die Daten Ihrer Kunden behalten. Ein gut funktionierendes CRM-System kann dies konsequent, klar, effizient und messbar tun.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-c6e882c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"c6e882c\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-bfe2417\" data-id=\"bfe2417\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-9cc9c5b elementor-widget elementor-widget-heading\" data-id=\"9cc9c5b\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Wir k\u00f6nnen Ihnen dabei helfen!<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-704a020 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"704a020\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-91f4905\" data-id=\"91f4905\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3907efb elementor-widget elementor-widget-text-editor\" data-id=\"3907efb\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Wir k\u00f6nnen Ihnen auf dem Weg zu einem guten Beziehungsmanagement helfen. Unser CRM-Modul ist in jeden Teil unserer Software integriert; das ideale Werkzeug f\u00fcr Ihre Kundenpolitik. Interessiert? <a href=\"https:\/\/phronesys.eu\/modules\/crm\/\">Mehr lesen<\/a> \u00fcber unsere Angebote, oder kontaktieren Sie uns f\u00fcr weitere Informationen.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-2ad4450\" data-id=\"2ad4450\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e3181de elementor-align-center elementor-widget elementor-widget-button\" data-id=\"e3181de\" data-element_type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-md\" href=\"https:\/\/phronesys.eu\/contact\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Kontakt aufnehmen<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-859984b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"859984b\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-57bca26\" data-id=\"57bca26\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-412159e elementor-widget elementor-widget-spacer\" data-id=\"412159e\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>","protected":false},"excerpt":{"rendered":"<p>In the B2B-sector (but in the B2C-sector as well) we have noticed that more and more companies paid extra attention to relationship management in recent years. But what is relationship &hellip;<\/p>\n<p class=\"read-more\"> <a class=\"\" href=\"https:\/\/wp.phronesys.prod.aws.phronesys.eu\/de\/die-bedeutung-des-beziehungsmanagements-im-b2b-sektor-2\/\"> <span class=\"screen-reader-text\">Die Bedeutung des Beziehungsmanagements im B2B-Sektor<\/span> Weiterlesen &raquo;<\/a><\/p>","protected":false},"author":9,"featured_media":6317,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"default","ast-global-header-display":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","footnotes":""},"categories":[72],"tags":[121],"post_folder":[],"class_list":["post-4845","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog-en","tag-sheq-xpertise"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Relationship management in the B2B-sector &#8226; Phronesys<\/title>\n<meta name=\"description\" content=\"In recent years, more and more companies in the B2B-sector started paying extra attention to relationship management. But why? Keep reading\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/wp.phronesys.prod.aws.phronesys.eu\/de\/die-bedeutung-des-beziehungsmanagements-im-b2b-sektor-2\/\" \/>\n<meta property=\"og:locale\" content=\"de_DE\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Relationship management in the B2B-sector &#8226; Phronesys\" \/>\n<meta property=\"og:description\" content=\"In recent years, more and more companies in the B2B-sector started paying extra attention to relationship management. But why? 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