An important energy services company had three issues:

• Their employees lacked experience or understanding of the business issues of their largest customers.
• The company didn’t have methodology or even had attempted to develop one to value its largest customers to the extent that justified investments with their business relationships.
• The company focused primarily on their product instead of focusing on their customers’ needs.

How did we assist?

We used our C&K assessment process in order to create and elaborate strategic plans for the company’s largest customers, customized a training manual for junior and senior account managers, and guided the company into transforming to a customer driven organization.

Did it work?

The company’s revenue increased by creating long term relationships with customers by presenting win-win agreements where they knew their needs were being prioritized. This also allowed the company to obtain more business through referrals. They continue to go solid.