Building B2B Relationships

How to Identify, Map and Develop Key Relationships to Win More Business
1. Auflage 2024
ISBN: 978-1-3986-1544-1
Verlag: Kogan Page

Buch, Englisch, 256 Seiten, Format (B × H): 161 mm x 240 mm, Gewicht: 552 g

With more people involved in B2B buying decisions and key accounts becoming more complex than ever, it's imperative to have clear visibility into who the decision makers are and a strategy for how you will engage with them.

Building B2B Relationships presents a step-by-step guide to identifying, mapping and developing key stakeholder relationships, helping you to win more and win faster.

Providing a flexible methodology that can sit alongside whatever sales process you have in place, this book supports your end-to-end relationship management effort, whether it's helping you win more large complex deals, making new or important engagements a success or putting a framework in place to support the growth of your largest and most strategic accounts. By mapping, monitoring and measuring your relationships with all relevant stakeholders, you'll be able to better utilize each one. With real-world examples from major global organizations, learn how you can leverage your B2B relationships to maximize outcomes for all parties.

Autoren/Hrsg.

O'Sullivan, Ryan

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Kundenbeziehungsmanagement, Kundenpflege
• Wirtschaftswissenschaften Betriebswirtschaft Marktforschung
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Betriebswirtschaft Management Internationales Management

Inhaltsverzeichnis

Chapter - 00: Introduction Chapter - 01: Why do relationships matter? Chapter - 02: What are trusted business relationships and the key steps to build them Chapter - 03: Introducing relationship mapping: what it is, its origins and why it's important Chapter - 04: How to build and execute a relationship map: step 1, initial mapping of relationships Chapter - 05: How to build and execute a relationship map: step 2, desktop research and intelligence gathering Chapter - 06: How to build and execute a relationship map: step 3, relationship engagement strategy Chapter - 07: Relationship maps applied to key deals Chapter - 08: Relationship maps applied to key projects

Über Autor(innen)

O'Sullivan, Ryan
Ryan O'Sullivan, based in London, UK is Head of professional services EMEA & APAC at Introhive where he advises clients such as PwC, Deloitte and KPMG on how they can better utilise their firmwide relationships to improve business performance. Prior to this, he spent 8 years at Infosys Infosys, applying the same relationship mapping processes to improve the win rate of strategic deals before completing his Doctorate researching B2B relationships. Now a regular speaker at industry events, he also guest lectures at various universities such as the Cranfield School of Management and Portsmouth Business School.

Dr Ryan O'Sullivan is a senior executive, board member, business adviser, university lecturer and author. He has spent his career perfecting and then evangelizing a 'relationship first' approach to growing revenue. Based near Nice, France he currently works for relationship mapping company Introhive where he advises clients such as PwC, Deloitte and KPMG on how they can better utilize their firmwide relationships to improve business performance. Prior to this, he spent 8 years at Infosys, applying the same relationship mapping methodology to improve the win rate of strategic deals and to better manage key accounts.