Once a distribution partnership is confirmed, our role switches to sales support and relationship management. In between calls and emails, we visit our distribution partners every three months to ensure relationships are strong and the business is on track.
Our main components of relationship management are building and managing customer relationships through marketing, observing relationships as they mature through distinct phases, managing these relationships at each stage and recognizing that the distribution of value of a relationship is not homogeneous. As we build and manage customer relationships, our clients benefit from a variety of tools to help organizational design, incentive schemes, customer structures, and more to optimize the reach of marketing campaigns. Gerar & Shebah’s acknowledgement of the importance of effective business networks enables our clients to benefit from seeing the interaction of multiple relationships as connected transactions. In addition, establishing strong business relationship practices maximizes the profitability of customer relationships across the board.