Here you need to characterize the company as a whole, its structure, including divisions, branches, and subsidiaries.
It is also necessary to include information about other organizations related to the client: with whom it makes deals, with whom it competes, etc. This information can be very valuable in terms of promotion in the market. It makes sense to indicate additional information, such as the company's goals and objectives, financial results, corporate culture, and give a general description of the industry.
Collecting information about key clients
Key Client Assessment by the Company
This section describes in detail advantages of using our skype database the history of interactions with the counterparty - concluding agreements, participation in tenders, reasons for successes and failures. In addition, it is necessary to note here which of the organization's employees worked with the specified company. It is recommended to identify at least one top manager of your company who could provide financial assistance in a difficult situation, represent the interests of lower-level managers, and also from time to time enter into contacts with high-ranking managers of the key client.
The manager's task is to define the relationship between the company and this consumer at the current moment and in the future. At the same time, it is necessary to describe in detail what funds the client spends on various needs, with whom he previously cooperated, how he makes decisions.
Particular attention should be paid to the prospects of relations with this counterparty, in other words, to find out what income can theoretically be obtained in the foreseeable future - for a period of 1 year to 3-5 years. In Western companies, such a concept as the scope of opportunities is used for this. Based on all the information received, the manager determines what funds to direct to achieving goals.
Decision making mechanism
The manager needs to describe the client's decision-making process, listing all the people involved, which typically include:
the person making the decision – he may not listen to other people’s opinions, impose a ban, etc.;
the gatekeeper is usually a secretary or assistant through whom interaction with the person who determines everything takes place;
technical specialists – check the quality of the offered product and study its functionality;
advisers;
economists – analyze the financial side of the transaction;
informants;
supporters;
opponents;
users.
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