{"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":"the-importance-of-relationship-management-in-the-b2b-sector-2","status":"publish","type":"post","link":"https:\/\/wp.phronesys.prod.aws.phronesys.eu\/es\/the-importance-of-relationship-management-in-the-b2b-sector-2\/","title":{"rendered":"The importance of relationship management in the B2B-sector"},"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>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 management? Relationship management is the building, deepening and strengthening of <b>long-term<\/b> and <b>value-creating<\/b> relationships with your customers.<\/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=\"Vector created by 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\">Designed by 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;\">Why is relationship management so important for your company? What should you take into account when setting up and managing relationships? How can technology help you in the process towards sustainable win-win relationships?<\/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\">Why relationship management?<\/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>To understand why relationship management is such an important aspect when it comes to business customers, we need to highlight some of the characteristics of the B2B-market.<\/p><ul><li>In business markets there is often a decision making unit (DMU), where different (often trained) employees have to decide together whether or not to purchase a certain product or service. This makes the decision making process more difficult and longer compared to a B2C-market;<\/li><li>The complexity of goods in the B2B sector is generally higher than in the B2C sector. The decision and purchase process when buying, for example, a complex business software is different from the same process when buying a t-shirt or a pair of trousers.<\/li><li>In business markets there are generally relatively fewer customers for each supplier. This strengthens the customers&#8217; position;<\/li><li>Business markets often involve large sums of money, which requires a certain relationship of trust before a purchase can be made;<\/li><li>And so on and so forth.<\/li><\/ul><p>All of the above factors indicate that prospecting new customers is more difficult, expensive and time consuming than &#8216;maintaining&#8217; existing customers&#8230; And that is exactly why relationship management is so important. Good customer management ensures that customer turnover is reduced, saving you money and time.<\/p><p>In other words: by doing relationship management, you enhance the customer lifetime value of your customers. Read more about customer lifetime value and how to calculate it on <a href=\"https:\/\/blog.hubspot.com\/service\/how-to-calculate-customer-lifetime-value\">HubSpot&#8217;s 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\">How to manage relationships?<\/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>The most important element of good relationship management is the fact that it works in two directions. It must deliver value to you and to the customer. Here are a few tips&#8230;<\/p><ul><li>Give one or a few people within your organization the specific task of dealing with relationship management: this to ensure continuity and consistency. The employee will grow in his role as time goes by. In addition, you create a certain pattern of recognisability for the customer, since he will often encounter the same individual;<\/li><li>Classify your relations. All customers are important. But if we are realistic, not all customers are equally important. It is crucial to keep that in mind when it comes to relationship management. This way you can use the time you invest in it more effectively. How you categorise your customers is up to you, but a common model when it comes to classifying relationships is the ABC analysis. With this model you divide your customers into three categories according to a variable, for example generated profit. You will then adjust the relationship efforts according to the category in which a certain customer falls;<\/li><li>Another great tip when it comes to relationship management is to involve your target group in the design phase of your product development process. A good example of this is the principle of design thinking. With this technique, organizations will fully align their product or service development to the customer. The first phase of the design thinking process therefore includes &#8217;empathy&#8217;. The goal is to eliminate assumptions and develop a product or service in collaboration with the customer so that it fully meets his specific needs. Listening to your target group equals building value;<\/li><li>And so on and so forth.<\/li><\/ul><p>The remaining question is how to keep track of the data relating to your customers. A well-performing CRM system can do this consistently, clearly, efficiently and measurably.<\/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\">We can help you with that!<\/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>We can help you on the road to good relationship management. Our CRM module is integrated within every part of our software; the ideal tool for your customer policy. Interested? <a href=\"https:\/\/phronesys.eu\/modules\/crm\/\">Seguir leyendo<\/a> about our offers, or contact us for more information.<\/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\">Get in touch<\/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\/es\/the-importance-of-relationship-management-in-the-b2b-sector-2\/\"> <span class=\"screen-reader-text\">The importance of relationship management in the B2B-sector<\/span> Leer m\u00e1s &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\/es\/the-importance-of-relationship-management-in-the-b2b-sector-2\/\" \/>\n<meta property=\"og:locale\" content=\"es_ES\" \/>\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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