As a link between our clients and us, Why News, our quarterly letter presents the activity of WHY, new assignments, coming events, and also our reflections on various management issues that our customers encounter.
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"Selling more to B to B companies"
The keys to increase your sales and capture new clients
Business to business sales representatives are facing an every day challenge in order to sell more: they have to cope with the trend towards commoditisation in many business sectors, need to meet more and more demanding requirements from their clients and have to adapt to more complexe decision processes and the professionalization of the purchase function...Read more
"Succeeding in customer relations"
The keys to build or strengthen your relations with your clients
It is more and more difficult for companies to differentiate through their product or service offer, even if their offer is innovative. Competition has increased in all business sectors and the companies offers are finally perceived as similar by customers. Yet there is an asset that cannot be easily copied, which is the history and quality of the relations between a company and its clients....Read more
Why Consulting regularly conducts studies on issues that B to B companies face. In-depth face to face interviews are carried out with executives and managers of multi-sectorial organisations. The results are presented at meetings attended by the participants to the study, before being published and made available for our clients.
Why Consulting 2013 Study:
| Key Account Management |
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In 2013 Why Consulting conducted a comprehensive study on Key Account Management practices through in-depth interviews with 84 representatives of 35 BtoB companies.
Our study has highlighted the benefits of the KAM function, the difficulties companies are faced with as well as the best practices they have set up to enhance the management of their key accounts.
If you are interested in this topic, wish to get an in-depth interpretation of the results, please contact us to meet one of our expert consultants: This email address is being protected from spambots. You need JavaScript enabled to view it.
Focus on our previous studies:
Sales performance in B to B companies
Leadership and management practices
Download the brochure
Download the brochure
If you are interested in one of these studies, encounter a similar issue in your company and would like to discuss it with one of our consultants, please contact us: This email address is being protected from spambots. You need JavaScript enabled to view it.