A strategic client relationship
Commodity provider – or strategic partner? The insight services market is complex. Some clients see only the information, presented in reports, and view this as a commodity to be purchased when needed from any provider. Others see the potential for a fully strategic relationship. The Panic Cycle captures our understanding of how some clients first reach out: when a project or strategy has failed, and support is urgently needed. But this can be the basis of a deeper strategic relationship. |
|
InformationSpan has analysed the marketplace in which you operate, recognising three identifiable delivery models and four market segments (global/local and specialist/generalist). Having been an insight services client, managing service delivery for many years, Tony Law knows what clients are really looking for – not just what they tell the relationship manager. He knows how to assess the capabilities and limitations of both mainstream and niche insight providers. InformationSpan's DRAKE methodology is the basis for a clear needs analysis, and to establish your place in a client portfolio. We can help you match your offering to client needs; develop with them the tools to deliver and to demonstrate value; and work towards a deep strategic relationship. Get in touch to talk about it! |