An Introduction to Relationship Capitalisation
Relationship Capitalisation: Is there a way to put a financial and balance sheet value on the relationships we hold with our key accounts?
Back in October 2020, Dr Phil Squire, alongside, Ryan O’Sullivan, Industry Head for Professional Services at Introhive took part in the Key Account Management Forum webinar hosted by Cranfield School of Management. The KAM Forum is the leading centre for research and best practice in key account management and strategic sales.
The pair took participants through an introduction to Relationship Capitalisation and what this could potentially mean for the future of sales and how salespeople view relationships as a means for future business growth.
Dr Phil and Ryan talk about:
- Why Relationship Capitalisation will be an important topic in the future, not just for sales, but for the whole organisation
- The metrics that can be used to measure relationships
- How to start looking at your key accounts through a different lens
Interested in hearing more? We’re hosting our annual Global Sales Transformation event in October at the London Stock Exchange where the topic for the event is Relationship Capitalisation. For more information on tickets when they are released, sign up to our newsletter using the form below.
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