The Handshake.
Establishing the foundation and accountability for the business relationship.
We can all agree that the foundation of a building is critical to the quality and longevity of its structure. The same comparison is true for business relationships. New sales opportunities must be aligned with the company’s business plan to avoid disruption in the successful delivery of products and services and achieve desired results. All customer relationships are corporate assets that either add value or create a drag on the business.
During the sales process confirming customer expectations and understanding the goals and objectives in a newly formed business relationship defines the foundation for trust and longevity. Once the sale is complete, the process quickly transitions from pursuing a prospect to nurturing and building a relationship to benefit both organizations. Not only should the appropriate contractual details be disseminated within the selling organization, but the goals and objectives of both the customer and the selling organization should also be communicated. This provides the basis for clearly defined metrics and the timeline for how success will be measured and viewed by both organizations.
Engaging the business relationship manager, account management team, operations staff, and ancillary departments early in understanding the goals and objectives of a complex business relationship enhances the probability of creating a long-term Brand Ambassador. And the moment of truth begins!
Do you have a process to review business plan alignment with new sales opportunities? How is success defined and measured by your organization? Who is accountable for retention and growth of new business assets?
How does your organization transition from the handshake to the moment of truth?
